By Jeff Beals
A few essentials to keep in mind when it comes time to call the question, wrap it up, ask for the order, close the deal:
1. If you react angrily or defensively when a prospect says no, you could be slamming the door on future opportunities
2. “No” sometimes means “not yet “. Sometimes it actually means “no.” You have to feel it out.
3. Don’t panic or overreact when you hear an objection
4. Bad objections are barriers or roadblocks used to get away from a salesperson or to stop the process
5. Good objections are actually so important to successful selling that you might want to be concerned if you don’t receive any
6. Good objections are usually questions dressed up like problem statements
7. Have answers and rationales ready to go for your ten most anticipated objections
8. Even when they are really interested, many clients will wait for you to initiate the close
9. If you truly believe you are peddling value, then there’s no need to be a reluctant closer
10. To close a highly competitive sale, it might help to bring in a dedicated closer, an experienced person of authority who has not worked with the prospect up to that point
11. Be wary of false closing signals Clients can be very misleading
12. It is better to pounce on a false closing signal than to allow a true signal to go by unaddressed
13. In order to minimize buyer’s remorse, make sure you hit every step of the selling process and every position on the relationship-building ladder.
Jeff Beals is a professional speaker and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at firstname.lastname@example.org or call us at (402) 637-9300.
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