Close More Sales Without Facing Rejection
Close More Sales And Reduce Objections

Many salespeople set themselves up for failure, face rejection more than they have to and lose sales they could easily get by committing one fatal error. They do the sale backwards! By that I mean they tell the customer things at the beginning and they ask the customer to buy at the end. A major secret to selling and enjoying it as we teach in our sales training is to ask a lot of questions at the beginning and never ask for the sale at the end….let me explain.

Step 1 Discovery
The first step in the actual sale should be asking questions…a lot of questions. Don’t talk about yourself, your product or your company, ask questions. What are the wants, needs and fears of the customer? What are they looking for?

Do this without talking about yourself, your favorite, your opinion or anything else about yourself. Remember that the spotlight should be on your customer. You should be perceived as a person who is sincerely interested in learning about the customer and solving their problems.

Do not start selling until you know what the customer wants, needs and fears.

Step 2 Socratic Presentations
Socrates taught by asking questions. Great salespeople sell the same way. When you are ready to present, don’t blab away about everything you know. This is a sure cure for insomnia and does not lead to the sale. Great salespeople select the features and benefits they will present to each customer based on what the client told them they wanted to hear in the previous stage. For example, if the client said they need fast, on-time deliveries, don’t talk about price because it is important to you, talk about how you deliver faster and on time and then end with a question like, “Is that the kind of punctuality you are looking for?”

Do this with every item the client told you they wanted and you will accumulate “yeses” throughout the presentation. This style of presenting makes the clients excited and gets them to say “yes” which is code for “I’ll take it” throughout the presentation. We have much more detail available on this technique at our website: www.salesandmanagementsolutions.com and in our e-books and video training.

Step 3 Closing Without Rejection
If you have collected enough “yeses” by asking questions during the presentation and by customizing the presentation to your customer, you are ready to close the sale.

Our sales training system teaches that you never ask for the sale. This is the big question you never ask. It’s too much tension for you and for them. You look rejection right in the face if you ask them to buy.

Good news, you don’t need to ask them using our methods. That’s because they already said “yes” throughout your presentation. So, to close the sale, simply take out the order papers and say something like, “I’ll get the paperwork started” or “I’ll see if I can get that order out this week”.

Whatever you say, notice that the examples are not questions. They are statements. This small change in technique should remove the fear of rejection from asking, as you never ask. I always relate this situation to dating. You get a lot more kisses when you lean over and pucker up than when you ask if it would be OK for a kiss.

Give those steps a try and I know you will see that they lead to more success.

Feel free to comment on this article at my blog www.sales-solutions-now.com, by email at davidson@salesandmanagementsolutions.com or by phone at 800-941-0068. Our web site at http://www.salesandmanagementsolutions.comhas free video samples, free articles and an on-line store with sales and management training DVD and books.

Carl Davidson is President of Sales & Management Solutions Inc, a 20 year old company in Amherst NY that produces DVDs, books and seminars on sales, management and financial topics. More than 4,000 companies use these services including General Electric, Volvo, Culligan, Heritage Financial and many others. To contact Carl Davidson, call (800) 941-0068 or visit www.salesandmanagementsolutions.com for free articles, sample videos and our on-line store. Carl also has a blog with tips on sales, management and business at www.sales-solutions-now.com

by Carl Davidson - 05/01/09

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Source: http://www.salesandmanagementsolutions.com