Make the Most out of Every Sales Opportunity:
Don’t take “NO” for an answer!
It’s easy to get discouraged when you make your best effort for a great sale and you’re met with a dead-set “no.” But don’t let it get you down. In actuality, 97% of all sales are not made within the first pitch. In fact, it takes an average of five to ten exposures - also known as follow-ups - to persuade your prospect to make the first sale.
While your potential customer may not actually say the word “no,” specifically each time, but every time you follow-up and the customer doesn’t buy, it should be interpreted as a “no” situation, and you should be aware of how to handle such circumstances in order to get the most out of them every time.
As a salesperson, it’s up to you to have the necessary drive and skill in order to stick with it through the many follow-ups. You must be willing to use enough effort to get to the point of the last “no.”
To make sure that you make it past the “no’s” and maximize your selling potential, here are some tips for success in closing:
* Know the real reasons your customer would want your product.
* Know the real reasons your customer would not want your product.
* Know the point at which your customer will become willing to buy, and work with them in formulating your follow-up plan.
* Present new information relative to the sale each call or visit.
* Be creative in your style and presentation manner.
* Be sincere about your willingness to be helpful to your potential customer.
* Be direct in your communication, without becoming patronizing.
* Be friendly.
* Use humor, but don’t be silly or goofy.
* When in doubt, sell the prospect for her reasons, not yours.
* Don't be afraid to ask for the sale each time.
With these in mind, you’re certain to get the most out of your potential customers. Just don’t get frustrated and don’t give up. Perfect your skill and you’ll be on top of the world.
-- by Kate Smalley
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