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May 2002 - Closing The Sale
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"Some people, however long their experience or strong their intellect, are temperamentally incapable of reaching firm decisions."
- James Callaghan
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This Month's Featured Articles
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"7 Questions You Must Answer"by Bob Leduc
If you want a potential customer to purchase your product or service, you must answer 7 very basic questions to his or her satisfaction. Are you ready?
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"Best Times To Answer Sales Objections"by Joe Marino
Don't be caught off guard by a potential client's objections -- know when and how to address each objection before it becomes a problem.
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"Closing The Sale"by Ramona Creel
How many potential clients -- ones who have indicated an interest in your services -- get away? Here are some tips for helping that lead decide to sign on the dotted line.
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"Narrow Your Focus To Broaden Your Sales"by Michael Fortin
If you find that the potential clients aren't becoming customers, maybe you are targeting the wrong group. Learn how "nichefying" can increase closed sales.
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"Neutralize Unspoken Objections"by Bob Leduc
Every salesperson faces three potential unspoken objections -- money, client priorities, and skepticism -- but here are some suggestions for overcoming each.
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"Price And Perception"by Noel Peebles
Though rarely buy based solely on price, it's still a factor. How does your price affect a customer's perception of the value they are getting from your company?
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"Prospects Into Customers"an interview with Steve Schiffman
If you are trying to develop your closing technique, take a few lessons from sales trainer Steve Schiffman on how to end each sales conversation with a new client.
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"Seal The Deal By Phone"by Heather Riemer
Who says you can't close a sale during an initial phone call with a client? The right telephone techniques make you appear confident, professional, and trustworthy.
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"Use Visualization To Help Your Sales Soar"by Ron Sathoff
A successful salesperson paints clients a picture of how wonderful life will be after buying a product or service. When was the last time you pulled out your paintbrush?
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