"Closing the sale: Action." quotes of the Week #13 - 6th Round

Sunday:

"You can get everything in life you want if you will just help enough other people get what they want."

Zig Ziglar

Monday:

"Be slow to commit and quick to deliver."

Source

Tuesday:

"Don't sell - SOLVE!"

Source

Wednesday:

"First, remember that closing starts at the very beginning of the sale." Good closers make good salespeople, and that requires pre-qualifying the customer needs, the salesperson knows what the customer is looking for, and will know ho to sell to that individual.

http://www.moneyinstructor.com/art/saleclose.asp

Thursday:

"Secondly, The objective is to do a litmus test to see if you still have the customer's undivided interest in how your products can help meet their needs. A few questions one might ask at this point are:

- Based on what I've told you so far, is there anything that concerns you that you would like me to address so we can move on from here?

- How does what I have told you compare to your current situation? Do you believe that we have a solution that would positively impact your company?

- What are the three things you are looking for that will drive you to change the way things you are doing now?

http://www.moneyinstructor.com/art/saleclose.asp

Friday:

"Third, as you are in the Education phase of the sale, you are in a unique position in which you are no longer asking as many 'need-identification' questions, and are instead educating your client as to how your product or service will provide value to their organization. The questions you should be asking during the Education phase are 100% closing questions such as:

- Can you see how our products/services can drive value to your organization?

- What are are thought about what we have discussed so far? Do you have questions I can answer for you? (When the customer has questions, that is a sign that they are still interested)

- What are the key deciding factors for you in changing product/service lines?

- What concerns, if any, do you have after I have shown you how our products/services can help you?

The answer to this questions will help you move to the Validation part of the sales cycle.

http://www.moneyinstructor.com/art/saleclose.asp

Saturday:

"Validation of the customer's comfort level in making switch to your company's products and services is one the most critical elements of the sale. This porting of the sale gives you the opportunity to ask "What Else Closes", which may include:

- What else do you need to know to help you make a final decision?

- What else?

- What else?

Keep asking "What else? until the customer says "I can't think of anything else right now. This is your opportunity to address their concerns or questions one by one. The 'What Else Close' helps you narrow down 'what else' might be on the customer's mind that they have not yet discussed with you. This close is quite effective in listing out each of the customer's concerns, and then addressing them from the beginning to confirm in the customer's mind that they are making the right buying decision in choosing your products.

http://www.moneyinstructor.com/art/saleclose.asp

Finally, the close. This should be simply getting the contract signed and sent back to you. If you have done all your homework up front 'pre-qualifying' to 'what else', the final close is a matter of receiving the contract that will drive your revenue and help your customers meet their needs! "

http://www.moneyinstructor.com/art/saleclose.asp

"Closing the sale: Action" quotes of the week #12.3rd round

The approach is the most difficult step in the sale!!

Sunday:

Prospect :"They dislike salesmen who keep them in suspense about who they are, whom they represent, and what they want. They resent in violently if a salesman uses subterfuge, attempts to camouflage, or gives a false impression of the nature of his business or the purpose of his call. They admire the salesman who is natural, sincere, and honest in his approach, and who comes right to the point about the purpose of his call."

Frank Bettger

Monday:

"If the salesman calls without an appointment, they like him to ask if it is convenient to talk now, rather than start right off on a sales talk."

Frank Bettger

Tuesday:

"There is little use telling a sales story to a prospect who hasn't first been sold on the importance of listening to you. So use the first ten second on every call to purchase the time you need to tell your complete story. Sell the interview, before you attempt to sell the product."

Richard (Dick) Borden

Wednesday:

"If you indicate that you want to sell him something that will cost him money, you are virtually telling him that you want to increase his problems. He is already worrying about how to pay all the bills in his desk drawer, and how to hold down his expenses. If you want to discuss some vital problem of his, he is anxious to talk with an open mind about any idea that may help him solve that problem."

Frank Bettger

Thursday:

"The best approach I ever found was to first find out about a prospect's hobby, and then talk about that hobby."

Frank Bettger's friend

Friday:

"In may of 1945, I was in Enid, Oklahoma. While there, I heard of a retail shoe salesman named Dean Niemeyer, who had just established what may have been a world's record by selling 105 pairs of shoes in one day. Each sale was a separate, individual sale, made to 87 women and children. Here was a man I wanted to talk to, so I went around to the store where Mr. Niemeyer worked and asked him how he did it. He said: 'It is all in the approach. A customer is either sold or missed by the way she is approached at the front door.'"

Frank Bettger

Saturday:

"Sell yourself first! I've found that what I do in the approach usually determines where I stand in the mind of the prospect: 'order taker' or 'adviser.' If my approach is right, then when I give my sales presentation I am master of the interview. If I fail in the approach, the prospect is master of the interview."

Frank Bettger

"Closing the sale: Action --Humility" quotes of the week #13. 2nd round

Sunday:

"If I have seen further than others, it is by standing upon the shoulders of giants."

Isaac Newton

Monday:

"Action conquers fear."

Peter Nivio Zarlenga

Tuesday:

"Success seems to be connected with action. Successful people keep moving. They make mistakes, but they don't quit."

Conrad Hilton

Wednesday:

"The more you are willing to accept responsability for your actions, the more credibility you will have."

Brian Koslow

Thursday:

"I never worry about action, but only about inaction."

Winston Churchill

Friday:

"It is common sense to take a method and try it. If it fails, admit it frankly and try another. But above all, try something."

Franklin D. Roosevelt

Saturday:

"First say to yourself what you would be; and then do what you have to do."

Epictetus