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Close More Sales

Minesh Baxi. Close More Sales. 7 Steps to Closing More Sales. 1. Create an Expectation to Close Every Sale 2. Qualify, Qualify, Qualify 3. What do you want to accomplish from the meeting? 4. How to make the prospect like you and trust you?

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Close More Sales

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  1. Minesh Baxi Close More Sales

  2. 7 Steps to Closing More Sales 1. Create an Expectation to Close Every Sale 2. Qualify, Qualify, Qualify 3. What do you want to accomplish from the meeting? 4. How to make the prospect like you and trust you? 5. What are the most compelling reasons for the prospect to buy?

  3. 7 Steps To Close More sales 6. How to handle objections? 7. How can I gain commitment from the prospect? Bonus: How do I prevent buyer’s remorse?

  4. Create an Expectation to Close Every Sale • What do you believe about you, your product/service? • How do you feel about selling? • Why should the prospect buy from you? • How to manage your emotions during the selling process? • Overcoming any reluctance to selling

  5. Qualify, Qualify, Qualify • Does the prospect have a need? • Can the prospect afford the product or service? • Who should I be talking to – decision maker question? What is the process of making a decision here? • Is there a sense of urgency in buying this product or service?

  6. What do you want to accomplish from the meeting? • What is the main reason you are meeting the prospect for? • Why does the prospect want to meet you? • How will the meeting go? • When will you know to end the meeting? • Should you set up the following meeting and what will you do then? • No Think It Overs

  7. How to make the prospect like you and trust you? • Principle of Matching and mirroring • Be real, ask and listen • Transaction analysis concept:- Adult- Parent- Child • Keep it short enough – you are there to sell not make a friend

  8. What are the most compelling reasons for the prospect to buy? • Ask the prospect – why do they want to buy this product? • Dig deeper to make sure you can find the real reasons • First level reasons are superficial • Is the prospect emotionally moved? • Is the pain big enough to compel the prospect to make a decision now?

  9. How to handle objections? • You will always get objections: beware of the eager buyer • Cover most of the objections upfront • Two key ways to handle objections: • Ask –if I could overcome the objection, would you be ready to take action now? • Ask the prospect – how would you like to see this objection overcome?

  10. How can I gain commitment from the prospect? • You are there to sell not visit • Be clear that you expect to get an order or walk away at any time that you feel your time is being wasted • Gain a commitment – it could mean getting a signed order, a method of payment or another meeting with more decision makers to discuss how to move forward

  11. How do I prevent buyer’s remorse? • Ask at the end of the sale – did I rush you in anyway? • After I leave, how will you justify the buying decision? • Call soon after the sale to thank the decision maker • Send a gift if required • Let them know that you value their business

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