Solve the Problems and Assume the Sale - Part 3
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Last week I shared with you how to create tremendous value in your product or service and eliminate the objection that your price is too high.
This week I will teach you the final steps in your presentation and how to assume the sale.
At any point in your sales presentation, if you receive a strong response to a trial close, and you feel the prospect is ready to
buy, close the sale. Some sales people will not close at this time thinking “I haven’t finished my presentation yet”.
Many times they will then proceed with the presentation and talk themselves right out of a sale. There’s an old saying, “strike while the iron is hot”.
Trial closes are an excellent way to see if your prospect is ready to be closed, or if you need to give them more information before they’re ready.
You have gotten the prospect involved in feeling and experiencing your product or service. She understands the benefits and how they will solve her problem and either relieve her pain or give her pleasure.
Now it’s time to;
- Summarize the primary points in the body of your presentation.
- Review the major benefits.
- Tell her about any bonuses or discounts she may receive for
buying today.
- Assume the sale and ask the prospect;
“What do you see as the likely next step”?
“When would you like to take delivery”?
Shut your mouth, and wait for them to answer. Even though it may seem like an eternity, don’t speak until the prospect speaks first. Remember, the first one who opens their mouth and speaks loses!
This is the time in the presentation when the prospect will be either sold on your product or service, or raising some objections. One important point to remember; objections are not as bad as many sales people think.
An objection is actually good. It means the prospect needs some more information or clarification before they can make a decision. If the prospect is raising objections it means your still in the game.
However, what’s not good is if at this point they are trying to get rid of you. That means you haven’t done your job properly at some point in the sales process.
If the prospect is not raising objections and is in agreement with what you are proposing, move on to the final step in your
presentation and assume the sale.
Don’t ask for the sale, don’t close the sale, ASSUME the sale.
Move forward and begin filling out the order form, or what ever paper work is required to finalize the sales of your product or service. Keep moving through the steps you would take on any sale until the prospect stops you, or the sale is complete.
Don’t wait for the prospect to ask you where they sign. This is a mistake many sales people make, because they are afraid or don’t know how to ask. Some prospects will ask you how to proceed, however, most of the time this won’t happen.
If you’ve done all the steps in the sales process and the prospect is sold on your solution to their problem, you have earned the right to assume the sale and earn your commission.
When you are sitting with a prospect either building rapport, qualifying or presenting your product or service as the solution, you are in the heart of the sales process. The heart is where your personal preparation meets selling opportunity, where you are in front of someone who can say “Yes” to you and your product or service.
With all this at stake, wouldn’t it make sense to make perfecting these skills one of, if not your highest priority? The average
sales person doesn’t think so. They spend their free time watching TV instead of working on bettering their skills.
If you want to be among the top 5 or 10 percent of sales people, put down the remote and get to work studying and perfecting your skills. I know I talk a lot about practicing, and practicing is good to get you prepared to go to battle so to speak. However, the best way to really hone and fine tune your skills is in front of real live prospects.
Next week, I will share with you the major reason why prospects don’t buy. You won’t want to miss this!
See you next week…
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July 17th, 2008 at 3:17 am
This is the kind of article that I will read over and over again. Great advice for all sellers!
July 21st, 2008 at 4:17 am
One of the reasons this is so important is that if you don’t take the sale while it is in front of you the buyer can:
1) Come across a solution they think is a better fit and because they have not make a commitment to you they’ll start down the path of becoming this supplier’s customer
2) Get distracted by something else that becomes the top thing on their ‘to do’ list and decided to keep using what they have.
This is all part of a process called ‘First Call Effectiveness’ and can increase your close ratio from the typical 15% to as much as 75%.