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Growing your Company in today's Chaotic Market!
I think we've all heard enough bad news to last us few months to last us several lifetimes! Our mantra for clients is "get over it" - cut your losses when where you can and focus on the basic building blocks to grow your business. Here are some...
How Public Relations Can Help Your Business
Do you worry about certain behaviors among your most important audiences because those behaviors are crucial to achieving your organization’s objectives? If your answer is yes, you need public relations. The payoff? When those audiences do what...
Powerful Words in Sales
I’d like to discuss the most powerful words you can use during the selling process.
After all Rudyard Kipling said, “Words are the most powerful drug used by mankind.”
Plainly, THE MOST POWERFUL WORD is YOU. You should be looking to use the...
Uranium to Head North of $500/pound?
Canadian Research Analyst Forecasts Severe Uranium Supply Crunch
for Next 10 Years
Rising Uranium Price May Consolidate Exploration Sector, Driving
Intense Takeover Activity
Legendary stock picker James Dines recently compared...
VC Secrets: What the Business Plan Books Don't Tell You
VC Secrets: What the Business Plan Books Don't Tell You By William F.(Bill) McCready, www.VenturePlan.com Most business plan books and software do a thorough job of teaching you to describe your business from an entrepreneur's perspective,...
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How to Close the Sale
An element that is imperative to your success in sales is, quite obviously, the ability to be able to close a sale effectively. It is not essential to be a professional salesperson in order to do this, but you will need to put at least some of your focus on sales to be successful, whether it is yourself doing the closing or are someone you hire. After you have done the difficult part, which is prospecting, you need to close. This is not really hard but is the singlemost important step. The final close happens when you ask the potential customer to make a decision. You are asking for the sale and assuming the close. Selling and marketing, as you may have guessed by this time, are actually 2 seperate things completely. Most people don't seem to comprehend that closing is actually a process rather than a particular action at the conclusion of a presentation. It is quite helpful to know this, since during the sales process, you should be moving your potential customer towards the close the entire time. Every time you get a prospect to advance or to agree to take the next step increment by increment (like a 3-way call, going to your internet site, having lunch and so on), you move the potential customer closer to the close. It is a key factor to understanding the whole process, not just one single aspect of it. Many people are understandably fearful of closing so they impulsively avoid "asking for the sale" or the "sign up" when it comes right down to it. People want to own things, whether it is a product or a service. If you are not closing, you're sqaundering both their time and your own. Today, so many sales people "relationship" their prospect way, way too much. Essentially, they are sensitive about being pushy so they never ask for the sale. If you truly believe in the products, the opportunity or the company, then helping your prospect through this entire process should feel natural to you.
So a major problem people often have is that they go on way too long without going to a final close and so they lose the sale.
If you are having a touph time determining if your prospect is ready for the close, one method to find out is to ask a "Test Close" question like: "How are you feeling so far about our opportunity?" or "How are you feeling thus far about the Product?" or simply "I am going to do a general temperature check. On a scale of one to ten, with ten being you are red hot for the opportunity,
how would you rate this opportunity?" If your prospect hesitates, then you can easily draw out any concerns by asking him or her, "Are there any other concerns or questions you have that would keep you from signing up as a Rep with us tonight?" or "Are there any concerns you have about starting Rocky on our Product or Service?" If your prospect has a concern, then address it accordingly.
Some people tend to get a little nervous when their prospects ask questions. While this is common, instead, you should celebrate the fact that your prospect is interested enough to ask questions. Especially if it is a "technical question" such as "How long have you been in business?" Technical questions let you know your prospect is interested in purchasing products or getting into your business, if your business also recruits. Answer the questions in an honest and straightforward way without being defensive. If you don't have the answer to a question, don't be afraid to let your prospect know that you don't have the answer, but you will get the answer and follow up right away. Practice these steps and they will come to you without thinking. Once you have mastered these steps, you will then be ready to go to the "final close". Always remeber that you are doing your prospect a favore, that you are essentially educating them. You are really offering them a service, and at some point, now or later, they will be thankful for it. Do not feel that you are being too aggresive by simply asking for the sale, you would be doing them a disservice if you did not ask for it.You just gotta ask -- the primary reason why customers do not buy is that they feel they were never asked Remember, selling should be fun and mutually beneficial. You just have to ask -- the principle reason why customers don't follow thru and buy is because they feel they were never asked. In reality, you should always be closing. All and all, there is nothing magical about closing, but it does take practice -- the more you do it, the more comfortable and confident you will become! If you keep practicing, closing will become second nature.
If you would like to learn about a fast growing home business visit href="http://www.cashinzone.com/">Dr. Sears Zone Netand find out more.
About the Author
A.M. Wilmont is a writer/researcher. For additional info go to
href="http://www.home-business-match.com/">The Home Business matchmaker
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