Sell it Today, Sell it Now: Mastering the Art of the One-Call Close by Hopkins Tom

Author:Hopkins, Tom
Language: eng
Format: epub
Publisher: Made For Success Publishing
Published: 2015-04-14T16:00:00+00:00

If you put need before trust you’ll be taking a long hop, skip and jump off a short pier and will find yourself up to your neck in lost sales.

Take the Time to Read the Mind

And if you can’t actually read minds, you can certainly (and rather easily) find out what’s going on in there. The discovery process can begin as simply as “What brings you folks out to Ajax Autos today?” It can be as complex and time-invested (not “consuming”) as having your customer fill out a twenty-question survey.

Many of the top companies we’ve trained in the health and fitness field have built into the facility tour a questionnaire/survey that allows the health consultant to isolate the information necessary to find out what is important, really important and not very important at all to the potential member. This valuable information is then used (or not, if it isn’t important) to move the closing forward.

Whatever the situation, you must invest all the time required to find out what is going on in your client’s mind. You must take care of this important step completely before attempting to prescribe product benefits. There are no exceptions.

Take the real estate industry for example. A champion salesperson would never start showing property without first qualifying the prospect. A significant number of variables will dictate which properties will and will not be shown. For example:

Family budget

Expansions—babies on the way?

Reductions—kids heading off to school?

Neighborhoods

Proximity to good schools

Proximity to jobs for each spouse

Location of major traffic arteries

Distance to medical and health facilities

Peace and quiet or “hubbub” of city life

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.