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Closing Sales
Last Updated: Aug 1st, 2005 - 10:43:12
Closing Sales
Seven Keys To Closing More Sales During The Second Half Of 2005
It's not too early to start planning for the sales results you want at the end of 2005. Here are seven things you can do to make sure you're in the Winner's Circle at your Next National Sales Meeting.
1. Develop a system for everything. There's a fundamental reason why companies like McDonalds, Disney, and FedEx do so well. They have systems for getting things done. You can too. Think about
systematizing all repetitive tasks. Quit reinventing the wheel every day and you'll close more sales.
2. Schedule your priorities instead of prioritizing your schedule. Read that line again and let it soak in. Keep two lists. One is the long view and the other is the short view. The short view is what you should be doing today. These lists should be in writing. If you are creating these lists with an electronic planner - be sure to print it, so you can see it and refer to it often throughout the day.
3. When you're in the selling mode keep the A.I.D.A. principle in mind . . .
Aug 1, 2005, 10:41
Closing Sales
How To Close
Selling is a process and all your training can be summarized in the following steps. Whether it is organic growth, a renewal, a new sale or a cross sale, people make it tough by pushing product, going after anything, and focusing on the competition. They also become very annoying and everything you hate in a salesperson. Best case these people close 30%. Implement the following suggestions and you'll soon be closing 70% of those opportunities you choose to pursue.
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How to get powerful people to commit?
Ask them to commit. i.e. "Since you're feeling good about what we've just discussed, can I have your commitment that you will support me/my company. (1) If s/he says "yes", you've won a vote - not the sale - unless it's the person with the power to say . . .
Jun 18, 2004, 12:49
Closing Sales
Close Effortlessly Without Pressure or Anxiety
Do you close 74% of your prospects? If you're an average salesperson, the answer is definitely, "NO." Your closing ratio is about 17%. Jacques Werth demonstrated in our past teleseminar "High Probability Closing" how graduates of High Probability Sales Training achieve closing ratios of 74% (average). Get it on cd now at www.salestrainingcamp.com.
High Probability Closing is not an event. It’s an integral part of the entire sales process. We define "closing" as Mutual Commitment. Therefore, we request the prospect’s commitment at every step of the sales process, and we make corresponding commitments. We close throughout the entire sales process – typically between 25 and 45 times.
Closing starts when we . . .
Jun 8, 2004, 11:10
Closing Sales
How Winners Close
(Note: Dave Stein is conducting two of our upcoming teleseminars:
“How to Differentiate Yourself from Your Competition” (Next Week) and “Give Your Sales Team A Sales Process Tune-Up.”
Registrants for this teleseminar receive a copy of Dave’s new book How Winners Sell. For more information visit: www.salestrainingcamp.com/products_seminars.htm.)
The New Economy is forcing us to change the way we sell. Buyers are much more savvy, tougher, willing to play you against your competition, and are reluctant to divulge information about how they are going about making a decision. A lot of what we used to do just doesn't work anymore.
What doesn't work anymore? . . .
May 26, 2004, 13:10
Closing Sales
I Want To Think About It
If I had a dollar for every time I heard the I-want-to-think-about-it put-off in the 30+ years I’ve been in sales, I wouldn’t be in sales, I’d be comfortably retired.
You know, as salespeople, we hear this put-off so many times that you’d think we’d be masters at dealing with it, and yet that’s rarely the case. Most of us, including me, still stammer around and then say something like, “Well, why don’t I give you a call next week?” When we get back to the office, we . . .
Feb 11, 2004, 13:23
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