Close the sale: there are dozens of closing techniques. September is the "best time" to close the deal and heat up your sales.
"Best-time" Close Technique
When people are stalling or will 'be back', emphasize how now is the best time to buy. All entrepreneurs and professionals know that 'there are no be-backs'. Appeal to seasonal effects, such as Winter, Christmas and other holidays.
Examples * We only bring these in once at the beginning of football season; they will be sold out soon.
* Your pain is not going to go away by itself. Do you want to start treatment today or tomorrow?
* How soon do you want to ensure your mom will be safe?
* If you were going to start saving money, when would you start?
* Winter is coming. Did you get your furnace checked?
How it works The Best-time Close works by stressing how postponing is a bad decision and that now is the best time to buy. |
Professionalism: What your customers want from you:
+ knowledgeable about their business
+ just give the facts
+ ask relevant questions; then listen
+ don't tell them they are wrong
+ make them feel special
+ provide features, advantages and benefits of your program
+ explanation of your competitive edge
+ help solving a problem
+ under-promise and over-deliver |
Network: The Networking Wisdom of Dale Carnegie in Five Easy Bullet Points.
Smile: This is such a simple rule; people just don't think about it.
Ask a question: Joining a group engaged in conversation can be awkward. The best  way to do so is to pose a question to the group after getting the gist of the conversation.
Listen: If you can get people to discuss their experiences and opinions - and listen with sincere interest - you can have a great conversation with someone without having to say much at all.
Business cards: Always have them handy. They're an effective way for you to leave your name behind so that people remember who you are.
Say the person's name: People like to hear their own name. Doing so makes the other person feel more comfortable, like you really know him and he knows you. |
Be Prepared: How do top salespeople plan their time?
1. they use their diaries extensively
2. focus on the priorities
3. they are disciplined
4. remember to bring their sales aids with them
5. carry change for the parking meter or tollway
6. always have business cards with them
7. always carry a pen and notebook
8. they are on time
9. they are organized. Read more... |
Promotion: Upcoming holidays and special events provide plenty of promotion and themed merchandising possibilities.
Everybody is pinching their pennies. We even saw a Lamborghini saving some cash by filling up at the Costco pumps. How can you use the holidays to Heat Up Your Sales?
October: Halloween provides Spooktacular Savings. Scare up some ways to provide added value for your customers.
November: Promote with a fancy Thanksgiving Theme. Why not conduct a raffle where the money goes to the soup kitchen and your customers win a FREE turkey. Notify the newspapers and the Chamber and maybe obtain some FREE publicity. (We have a lot of experience selling turkey and recommend you buy a frozen bird for your feast.)
December: It's okay to say "Merry Christmas!" Decorate your store or place of business. Have your little elves wear Santa hats. Be enthusiastic and cheerful and watch the sales heat up.
January: Happy New Year! Resolve to Heat Up Your Sales.
February: Super Bowl Sunday is February 7, 2010. It's not too early to plan the perfect promotion.
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Speaking Engagement
Naperville Chamber of Commerce
Business Advisory Committee meeting
Suite 375, 55 South Main Street
September 17, Thursday, 11:30 am
Plan to attend Mike Cooper's presentation where he will describe the PAPCE selling technique covering many aspects of the sales process. Come and pick up some sales tips as Mike discusses the selling stages of Preparation, Approach, Presentation, Close and Evaluation. Just click on the Chamber link below to register for this free event. Hope to see you there.
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We want to be your sales management partners. |
