When it comes to Closing… Say Less, Show more
1. The power of Images: use your prospects imagination, which will have him reacting emotionally. Show pictures and graphs rather then facts and figures. Remember, 1 images is worth a 1000 words.
2. The power of stories: tell a TRUE story to support your answer to an objection. This will help the prospect ’see’ better what could happen…
3. The power of reference letters: your happy customers will sell you much better than you can. Use success stories and testimonials which address as specifically as possible what the client is concerned about!
4. The power of demonstrations:more than 75%of your prospects decide to buy (or not) during a demo of your product or service. 1 good demo = 10,000 words!
5 key elements in doing a demo:
Remember this acronym…. D.E.M.O’.S.
1. Let the prospect D iscover
2. Push E motions
3. Keep it M otivating
4. O rient the demo towards a close
5. Be S pecific and S imple
You must be sure to control your prospect from beginning to end.
CONTROL = INCOME
As soon as you lose control of the sales cycle, the prospect controls you. The fact of the matter is you have never closed a deal where the prospect was controlling the sales cycle.
The GOLDEN RULE OF SELLING: Know Why
You do not lose your morale from failing to sell. You lost it because you don’t know WHY you did not close the prospect. As soon as you feel you are losing control of the sales cycle you must stop while the prospect is still interested and find out what is going on. If you wait too long, and the prospect loses interest, it will be next to impossible to get the prospect willing to tell you exactly what is going on.
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