Many of us dread the part during the sales process where
we have to ask for the order, especially if the customer says
"no". What happened? It seemed like the customer was with you
all along.
They were smiling and nodding their head. What could have gone
wrong? Often, the problem is that the sales person never really
answered all of the questions in the customer's mind. If the
questions don't get answered, you won't make the sale.
Any objections the customer has should be sought out and resolved
during the presentation. This way, the sales person can judge how
well the sale is going and see if the customer is motivated to
buy. This process gets your customer to say "yes!".
The process isn't really that difficult. It involves being a
good listener and making sure you stop at certain points in
your presentation to let the customer talk. Obviously, you need
to rehearse your presentation. Tell about your product or
service.
But, you also must develop a series of questions that will
usually get "yes" for an answer. For example, "Doesn't that give
you peace of mind knowing your family will be safer?" will often
bring a "yes" answer. If the customer answers no to a
question, a safe approach is to ask "Really? Why?" This directs
the conversation back to them. Listen to what is on their mind
and see if you can help revolve the issue.
Get the customer into a habit of saying yes to your questions. By
the end of your presentation, it should be easy for you to say
"Do you feel this product is what you have been looking
for?" When the customer answers yes, it's time to write up the
order!
About the Author
Kevin writes your sales letter, web site copy, or autoresponder
messages so they get response. He can write any style and on
any subject. See Kevin's writing deals at:
http://DrNunley.com/copywriting.htm Reach him at
kevin@drnunley.com or 801-328-9006.