Close the Sale, Seven Necessary Steps By Barrett Niehus http://www.freetrainer.com There are thousands of books out there coaching sales people on how to turn more prospects into clients. How to increase their sales, and convince people to buy. Almost all of these tomes contain seven fundamental steps that equate to effective selling. These are the seven steps for closing a sale. Ask open ended questions: Get the prospect to tell you where his interests are and the fundamental reasons for his interest in the product. Find the driving want: People only purchase something in order to satisfy a want or need. Ask open ended questions to determine what fundamental need your client is trying to fulfill by purchasing your product. Ask closed ended questions: To gain agreement and guide your prospect to a positive conclusion, you must ask closed ended questions; questions that require only a yes or no answer. Utilize emotion: Use descriptive terms and phase your questions in a manner that evoke emotions in the prospect. Make him or her feel that they need the product, and help them visualize how much better their life will be after the purchase. Perform a trial close: As you proceed through the sales process, ask your prospect if they would like to purchase now. Initially this is used to gage their receptiveness to your previous activities, and to determine what hurdles lie ahead in finalizing the deal. Focus on specific objections: General responses from the customer such as "I have to think about it" cannot be accepted as the final step in the sale. Ask which specific objections the customer has that are standing in the way of their commitment. Is it money, price, financing, features? What specific items does the prospect still need to be sold on? Ask for the sale: The most important step in any sales process is to ask for the sale. During the sales process, ask the customer to make the commitment. If they say no, address specific concerns and ask again. Continue to ask for the sale after each objection is addressed until the customer makes the commitment to buy. ------------------------------------------------------------ ABOUT IP WARE - http://www.freetrainer.com IP Ware Real Estate Investment Software Allows the User to Precisely Calculate Profits and Returns From Investing in Real Estate.
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