There is a very effective technique and method for closing more telephone sales presentations. Contrary to "popular belief," it is NOT a question of whether or not the product you are selling is good or bad. The truth is, ANY product, when properly presented and marketed will sell. Of course, some products may sell more or easier, but that is not the issue here. The point of the matter is any item, idea, product, etc can be sold, and will be bought by someone. If that's the case, why aren't all salespeople millionaires?
The key to creating a successful sales presentation that will lead to more closes is effective and informative QUALIFYING. It is ESSENTIAL for the sales person to know exactly what it is that their prospect is not only looking for, but what problem they need to solve or situation they need to handle. It is virtually impossible to sell anything to anyone if the prospect does not see how purchasing a certain item will address their needs.
The process of qualification requires that you do two things. You need to ask specific information harvesting questions, designed to not only collect data from your customer, but also to get your prospect talking on their own reality and emotional level. People ALWAYS make buying decision based on emotion. The basic drives to either derive pleasure or avoid pain are the cornerstone for every buying decision.
Secondly, after you ask your qualifying question, LISTEN to what your prospect is saying. When you ask your question, your prospect is going to give you your tools and will reveal their own personal keys that will unlock their sales barriers. It is also very important for your customer to KNOW that you ARE listening to what they are saying. Always be ready to ask your prospect to elaborate on their thoughts. A very good policy is to repeat back their answer, in your own words, and ask them if that is what they mean. This will tell them that you are listening, that you did hear them, and that you are truly interested in helping them.
The telephone is a very powerful tool for reaching and closing more sales. By using this method effectively, you will see a dramatic increase in your closing ratio, which will translate into more and larger commissions.
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