Thursday, September 02, 2010

Another Look at your ABC's

From my email:

Daily Sales Tip: Simple As ABC

The primary rule in selling has been and always will be ABC: Always Be Closing. Unfortunately, some prospects identify ABC with pushy, aggressive, manipulative or offensive salesepeople.

Closing shouldn't be manipulative, tricky or based on a technique you apply at the end of a presentation. Closing should begin the second you qualify a prospect. It's an attitude you maintain throughout the selling process.

Sales are not closed for two reasons: Either the prospect didn't see the need to make the change, or the salesperson failed to explain the advantages of the product or service being sold.

You begin to close the sale the moment you open it. You're closing when you believe 100% in what you do and what you sell. You're closing by showing prospects a passion for what you sell. You're closing when you keep you word, walk your talk, and behave in a thoroughly professional manner.

You're closing when you ask intelligent questions to identify the specific ways your products or services will contribute to the lives of your prospects. You're closing when you listen, giving prospects the respect they want and expect. You're closing when you present expert solutions to the specific needs and concerns of your prospects.

Source: Adapted from 22 Keys To Sales Success, by James M. Benson and Paul Karasik

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