July 21, 2010 | Vol. 1 Issue 2
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Greetings!
We at Glasswerks, Inc. are ecstatic to have received such positive responses to our first issue of The Glasswerks Gazette! We thank you for your loyal readership and will continue to deliver content that is relevant to you and your business.
We are trying a lot of new things at Glasswerks, from launching product lines such as our Wardrobe Mirror Doors, to unveiling our far-improved website chock-full of useful product information and helpful resources. If you haven't already, we urge you to take a peek right now and see what's new.
One particular feature of our website you might have missed on your first visit is our Support Page, which houses Technical Specs of our vendors' and partners' products (including PPG and Guardian). You will also find in our Support Page Downloadable Accounting Forms such as credit application forms and credit card authorization forms all ready to use.
These resources are available to all our customers to ensure that every order you make is as quick, easy and informed as possible.
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6 Killer Sales Questions for Getting and Keeping Customers (Part 2)
 Excerpted and summarized from the book "How to Become a Rainmaker" By
Jeffrey J. Fox
Last week we listed Jeffrey J. Fox's first 3 Killer Sales Questions that help you close more deals in less time.
We discussed how to (1) set the date of a sales meeting, (2) prevent the indecisive "no sale" standstill, and (3) outweigh the competition.
(If you would like a copy of our first newsletter, please email us at glasswerks@glasswerks.com, and type "First Issue" in the Subject Line.)
Today, we conclude our series with the final Killer Sales Questions 4, 5, and 6 which turn customers' doubts into profitable decisions:
4. Put on a Show Only When the Audience is Warm
Some customers need to be convinced that your product or service will work as claimed, and thus request for a product demonstration.
- Killer
Question #4 - "We would be happy to give you a demonstration. If the demo is successful, is there anything else prohibiting you from going ahead?"
Demonstrations are typically labor-intensive, requiring a separate sales call, product samples, and a prepared presentation. By asking this question, the salesperson is either going to hear some unresolved customer issues, or get an agreement to an action that leads to a close.
5. Offer the Decision in a Smaller Dose
In the famous words of Yoda, "'Do' or 'Do Not'.There is no 'Try.'" In sales, this Jedi truth stands; however, the skilled salesperson knows how simply rephrasing the action as a "try" can often close the deal.
- Killer Question #5 -"You've looked at everything. Your concerns have been answered. Time is of the essence. You've heard our recommendation. Why don't you give it a try?"
To give something "a try" is, to most people, a revocable act, a decision that can be reversed. It feels temporary, impermanent. Subconsciously, people feel that to try something is to sample, to test, not a commitment to a decision. There is an assumed escape clause built into an agreement to give something a try. But people don't try; They act, they do something. They pass, or they buy.
6. Ask Questions Others Wished They Asked
A complete understanding of the
customer's needs, wants, and concerns is crucial to the skilled
salesperson. Regardless of the quality of the questions, and regardless
of the willingness of the customer to provide information, a salesperson
must assume he or she missed something and concludes the meeting by asking:
- Killer
Question #6 - "Is there anything I have missed? Have I covered everything? What question should I be asking that I am not asking?"
If everything was covered, then you're OK. If not, the killer sales question will unearth something that's important to the customer.
You may have noticed that most of these questions are meant to uncover a customer's doubts. Discover what
doubts and concerns are truly blocking the sale and approach each issue with an honest,
concrete answer. The way in which you investigate, listen and provide answers is crucial as it immediately reflects how you do business.
We hope you've enjoyed our series on Killer Sales Questions and put some ideas to good use. If you found this article helpful, we
encourage you to it
with a friend. |
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We are constantly searching for more ways to better serve you. Please stay tuned for more online features which we are currently tailoring and testing to fit your needs.
Once again, we thank you for your support, and hope you continue to enjoy our upcoming issues.
Sincerely,
Ed Rosengrant
VP-Glasswerks,Inc.
Learn more about us at
http://www.glasswerks.com/about
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Submit your order via FAX, EMAIL, or PHONE!
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3, 4, 5 Sale!
Save:
3% on orders $1,499 or less*
4% on orders $1,500-2,999*
5% on orders $3,000 or more*
REDEMPTION
OPTIONS &
INSTRUCTIONS: Option (1) FAX order to 888-789-7820 and write "TGIF"
on the order; (2) EMAIL order to glasswerks@glasswerks.com
and type "TGIF" in the Subject Line or Body of your email; or (3) CALL
in order to any Glasswerks Sales Associate and reference the "TGIF
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| | Offer Valid ONLY On FRIDAY 7/23/2010 & FRIDAY 7/30/2010. Orders MUST BE RECEIVED between 9AM - 5 PM PST on those days. NO EXCEPTIONS.
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*TERMS
& CONDITIONS: Limit one coupon per customer company. Redeemable on
dates specified. Limit to one order transaction. Discount applies to order subtotal. Does
not apply to
shipping & handling fees. Cannot be combined with other
promotions such as the Weekly Special Sale. Total savings cannot exceed
the value of $200 USD. Non-transferable.
Coupons
not
properly
redeemed will be voided and held. Alteration or reproduction of this
coupon is expressly prohibited. Cash
value: 1/100 of a cent or
$0.0001 USD. To redeem Cash
Value, mail to: Glasswerks, Inc.,
8600 Rheem Ave., South Gate, CA USA 90280. Void where prohibited, taxed
or restricted. Offer good only in US.
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