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You Are Here: Home - Newsletters - "Organized For A Living" - Article

Prospects Into Customers


This is an interview with sales trainer Steve Schiffman -- covering some techniques for ending each sales CONVERSATION so that you walk away with a new client.
Q: TELL ME A LITTLE BIT ABOUT YOUR SERVICES.

A: Ours is a sales TRAINING company. We use face-to-face training and distance learning programs to help businesses do what they do better by posting MEASURABLE improvements in skill sets such as Appointment Making, Prospect Management, High Efficiency Selling Skills, Integrated Sales Coaching, Telesales, Negotiating, and Persuasive Business Writing.
Q: WHAT IS YOUR SALES PHILOSOPHY?

A: Selling is nothing more than ASKING people: what they do; how they do it; when they do it; where they do it; who they do it with; why they do it that way; and then helping them do it BETTER.
Q: HOW DO YOU TEACH CLIENTS TO CLOSE A SALE?

A: By asking enough QUESTIONS to become so FAMILIAR with the prospect's business that an outline of working solutions can be prepared. The outline is then reviewed with the prospect as a verification step. After the formal proposal is presented, the sales is closed by asking, "Makes sense to me, what do you think?"
Q: HOW DO YOU HELP CLIENTS OVERCOME OBJECTIONS?

A: We teach sales people to ACCEPT customer objections and then TURN the objection around. This means showing the customer how your services can provide a benefit that directly contradicts the objection. So if someone says they canít afford your service, you show them how much money they are losing without you. If they say they donít have time, you show them how much more time they will have after they hire you.
Q: WHAT IS THE BIGGEST SALES MISTAKE YOU SEE?

A: Dumping massive amounts of INFORMATION on a potential prospect and then asking that person to blindly DETERMINE what he or she "needs." The better route to take is to ask the questions listed above about how the prospect is currently doing things and then explain how the products or services being offered can better help the prospect be more efficient, effective, productive, etc.
Q: ANY GOLDEN RULES ABOUT CLOSING A SALE?

A: Be PATIENT. Wait for the answer to the question, "what do you think?"
Q: DO YOU HAVE ANY ADVICE FOR ENTREPRENEURS?

A: Put yourself in the prospects' shoes and look at the situation from THEIR perspective. Why would you want to hire someone like you if you were the prospect? Thatís your selling point.

 

Stephan Schiffman is the president of D.E.I. Management Group, Inc., one of the largest sales training companies in the U.S. He is the author of a number of best-selling books including "Cold Calling Techniques (That Really Work!)", "Power Sales Presentations", "The 25 Most Common Sales Mistakes", and "The 25 Habits of Highly Successful Salespeople". You may contact him at (800) 224-2140 or . Visit his website at www.dei-sales.com.


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