Most closers have learned not to ask for the deal, and some do actually. After finishing a presentation, you will say something like:
"So, how does that sound?" (Try to weak in the area), or
"I answered all your questions?" (Then they expect or hope for volunteers to buy customers ? even weak) or
"Do you want to place your order now?" (A bit "better, at least they are asking for the deal) or,
"We want to start times ?" (Then wait for the prospectfor them to say yes or continue to ask questions ? is still not good enough)
The problem with all these tests include (and these constitute 80% or more than most sellers to do so) is that it leaves the decision on the buyer.
The top 20%, but not for the deal, but ask the recruits and make the prospect all the way through closing. Here's how they do it:
Large "________, so let's start with this. You will need a pen andContract I sent you. And "the document in red on the back, did you see? Great, now go ahead and begin to fill ?"
See the difference? The top 20% know that they use qualified, interested parties (such as by qualifying them difficult questions), they finished the test in order to know where they stand, have some questions, and know now that it's time for the prospect to buy.
But do not let this very important decision,Perspective.
Instead, the control of the interview, you take over the business, and take their perspective all the way through closing. You know that after everything done that work, it deserves to get the deal and the prospect is expected to buy.
It is a powerful secret top 20% of the closing price, and you can increase your closing ratio of 50% or more of use. But do not take my word for it ? try this week and watch your sales increase.
Have a great week.
Copyright @ 2006 MikeBrooks
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