Currently Browsing: Closing The Sale
Sometimes buying signals are so subtle, they may not be recognized until it’s too late. Buying signs can show up within the first few minutes of a conversation; or they may not emerge until the end of the telephone conversation or meeting. In short, they can show up at any time. It’s up to the sales person to hone in on these signals so that s/he can adjust the presentation accordingly and approach the...
Has this ever happened to you? The prospect needs or wants your product or service. You’ve made a good presentation and s/he seems interested, but for some reason, the prospect hasn’t placed the order.
You think s/he wants to place an order, but you sense a hesitation. To check and see if you’re on the right track, ask an opinion-seeking question. The answer will tell you how the prospect feels about...
What characteristics do most successful salespeople share?
Researchers for the Behavioral Sciences Research Press studied sales production for more than 25 years. Their work revealed that most successful salespeople share two characteristics. They are very simple.
(1.) They contact more prospective buyers than less successful salespeople do.
(2.) They ask for the order more often than less successful salespeople...
During role-play at one of my recent seminars, the person playing the part of the sales person asked the prospect:
“What do you like best about your current vendor?”
Aaaaack.
What’s Wrong with This Question?
(1.) It is asking the prospect to sell herself/himself on the reasons why s/he is using the current supplier; to list all the benefits s/he is getting from the vendor.
It does not accomplish...
7 Buying Signals
How to Uncover the Hidden Hesitation
The Secret to Closing More Sales
The Question That Tells You HOW To Close The Deal
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Ann Barr
757.463.0924
3419 Virginia Beach Blvd #201
Virginia Beach, VA 23452
Books By Ann Barr
