How To Sell More By Leading Customers And Never Asking Them To Buy

Poor closers worry rejection. They often don’t close because
of it. A recent study showed that 80% of sales situations end
with no close at all!. The reason is simple. After you ask if the
customer wants to buy and they say, “No”, it feels very
uncomfortable to try again. It’s pushy because they already
said “No”.

The solutions to this problem is never to ask them to buy. This
technique takes the fear and rejection out of sales. Of course,
no closing technique works without the proper foundations
being laid. These include a great custom presentation with
trial closes and a reason to buy now. Assuming you have done
a good job with these, try this close and I think you will be
surprised how well it works.

When you are done your presentation, instead of asking
something like, “So, do you want to get it?”, try a statement
instead of a question. You might say, I’ll get the paperwork
started”, put your head down and start writing. Notice that this
is a statement and not a question. You are not asking their
permission. You already have that from all the trial closes they
said “yes” to during your presentation.

You can write a lot without further questions, fill in the date,
your name, their name (if you know it) what they wanted to
purchase and more. The longer they let you write before
stopping you, the more committed they are to buying. Only a
few will let you write the order without stopping you or
questioning you but these sales only come to those who start
writing.

Notice that I am suggesting you do this without showing them pictures of your product, telling them your history, loading them with technical data or all the other things we often do at the closing stage. The reason is that these things take you away from the momentum of the close. Your customer has a boiling point and they should be at it when you lose. Don’t let them cool off while you show them things and tell them things they don’t need to know. If they want to know, they will ask and then, by all means answer and close again.

If they stop you with a question like , “Hey, you didn’t even tell me the price”. Simply answer the question in an optimistic way and close again. “The price? I have great news, everything we discussed today is only $2,450.00. I’ll get the paperwork started”

Because you don’t ask a question and get a “No”, you can do this many times without selling after they say “no”. The average person says “yes” after being asked to buy 5 times. You can increase your sales dramatically be using this technique to ask for the close more often.

Keep track of how often you actually ask for the close and you will be surprised. The more you can ask, them more you will sell.

So, give it a try stop asking and start leading. Do you get more kisses if you say, “Would it be alright if I have a kiss”? or by leaning forward and kissing. This same principle holds true in sales.

For more information, visit our web site at www.salesandmanagementsolutions.com or check out our DVD How To Sell Anything To Anybody. You can also email Carl Davidson at info@salesandmanagementsolutions.com

Carl Davidson has written thousands of sales training articles and produced thousands of sales training videos. More than 4,000 companies in seven contries use his sales training and you can too with very low cost DVds and on line sales training.

by Carl Davidson - 05/20/09

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Source: http://www.salesandmanagementsolutions.com