Top Ten Sales Questions to Close the Deal. 7 Common Sales Mistakes, and How to Avoid Them. 12 Commandments for Closing a Sale. Sales pro Grant Cardone shares his rules for helping small business owners close more deals.
Like any game there are rules to selling, especially when it comes to closing a sale. To ensure sales success in your business, whether you're a startup or an established entrepreneur, here are a dozen of my best commandments for sealing the deal. 1. Remain seated. The saying goes, present the product, service or idea on your feet, but always negotiate from your seat. 2. 3. Related: How to Tell Your Business Story in 60 Seconds or Less 4. 5. 6. Related Video: Grant Cardone on Closing a Sale 7. 8. Top 10 Sales Killers. Our expert shares the most common mistakes salespeople make--so you don't get caught making them!
Any veteran in business can tell you a story about the one that got away. Veterans who are successful in business today learned valuable lessons from those situations and, hopefully, never repeated them. As challenging as the business of selling might be for some, losing sales is unbelievably easy. Learn from the mistakes of others so you won't have many of the sad stories to tell. Sales Killer #1: Lack of professional appearance. 3 Weapons for the True Salesperson - Salesman Tips. I can recognize a salesperson from a mile away.
I can also identify a true SALESPERSON from the same distance. What's the difference between a salesperson and a true SALESPERSON (besides all caps)? The former allows prospects to make a decision as to whether to buy. The latter refuses to accept "no" for an answer. Clearly we cannot force people to buy what we're offering, so what do I mean by this? True salespeople walk in with: A conviction that what they are offering will add immensely to the prospect's personal or business lifeA belief that there is nothing better in the world the prospect can chooseAn absolute determination to communicate--through education and brute force of personality--that they are dead right on points one and two This all relates to the fact that positivity is contagious.
The Likability Factor. For better or worse, the sales process is not much more than a popularity contest.
Do you have what it takes to win? Do your potential clients like you? Do they perceive you as likable--and I mean really likable? Are You Talking Your Way Out of a Sale? - Focusing on Sales. If the client says 'tell me about yourself,' don't.
What's the best way to answer the question, "So, tell us a little bit about your company? " If you're like most salespeople, you view this as a sincere invitation to rattle off all those key points you've rehearsed, all those selling points and value propositions you've developed, tweaked and improved with each pitch. But when customers ask that question, they are not, in fact, all that interested in hearing about you. It's not that they're lying to you, their intentions are good. The problem is they never went to buying school, and frankly they just don't know what else to ask you. Unfortunately, they use the words "tell us about yourself"--and we hear it literally. 3 Ways to Close a Sale. Edit Article Easing Into the CloseClosing the SaleMaking a Lasting (Favorable) Impression Edited by Seth, Sondra C, Melanie Mendelson - www.GoForYourDreams.com, Tom Viren and 16 others.
The Columbo Close. Columbo, the 1970's classic TV detective character, was one of the best closers of all time.
While he wasn't employed as a sales professional or ever earned commission, he was a master closer. It wasn't getting people to sign on the bottom line that made him a great closer, it was his ability to get people to answer questions. Just One More Thing The classic Columbo close was the line he often used after the suspects thought Columbo was done speaking to them. He would turn and start to walk away, and just when the suspect began to breathe a sign of relief, Columbo would turn and say, "just one more thing.
" So what can sales professionals learn from Columbo? The Doorknob Technique When you are visiting with a customer, 9 times out of 10, the customer will have their guard up. As soon as the customer thinks the sales call is over, she will begin to drop their guard. Pressure Can Build Quickly Example Columbo Questions. How to Push Prospects 'Off the Fence' Once you know your clients' fear factors, you can find ways around them.
We've all heard it a thousand times: "I like what you're proposing, but I need a week to think it over. " And then the week turns into a month. And an army of advisors come on the scene. Accountants, lawyers, spouses, employees -- suddenly the would-be decision-maker can't make a move until a town hall is convened, a vote is held and the count is certified. And all the while, you know the deal is going south. "OK," you ask, "how do I accomplish this push without being overly aggressive? " Well, you need to start by understanding that the prospect is refusing to make a decision because of one primary reason: fear. The following are the top five fear factors and how to remove them as obstacles to your sale: I'm spending money that I think I'm better off saving.Response: You won't ever make money by saving it.