Instead, give three options in every proposal, ranging from a lower-end solution to a premium option with all the bells and whistles. This has two advantages. Close every meeting by scheduling the next one. This is incredibly easy, yet salespeople fail to do this all the time. No matter where you are in your sales process, always schedule the next step before ending a meeting with your prospect.
Which of these 11 quick and easy tips is your favorite for closing more sales? Share in the comments below.
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5 Easy Ways To Sell Without Being Pushy Or Obnoxious - Small Business Trends
Want more awesome content? Sign up for our newsletter. Back to All Stories. Is that the case? Sometimes the first objections aren't the prospect's real concern. For example, many prospects don't want to admit that they don't have enough money to buy your product and will raise a host of other concerns instead.
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How has it affected you in the past? The longer you engage with the prospect, the more comfortable they will become, and the more they will open up to you. Ultimately, you may also be able to offer several solutions, including providing financing, developing a payment plan, explaining the return on investment, or discussing the value.
Once you understand the objection completely, you can answer it. A customer who raises an objection is expressing fear. Your biggest task at this point is to alleviate that fear. If you have a specific story, such as an example from an existing customer, by all means, share that. If you have concrete statistics, or a current news story, share them. Hard facts and something the client can look up online will make your response more authentic.
Take a moment to confirm that you've answered the prospect's objection fully. If they seem to hesitate or act uncertain, this signals that you may not have fully resolved their concerns. If this happens, go back to an earlier step and try again. But, don't be shy about it. Simply say, "Let's back up for a moment and see if we can clear up all of your concerns. Bring the prospect back into the flow of the sales process.
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If you've finished your pitch, check if the prospect has any other objections, and then start closing the sale. The good news is, objections are not a sign of rejection. People want to feel good about their purchases, whether business or personal. They want to be sure they made the right decision.
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