Download Sales Technique: Seal the Deal

SALES TECHNIQUE:
SEAL THE DEAL
Mrs. Flowers
Finance & Business
Technology
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INTRODUCTION
Can you close a sale in just seven seconds? You can do it faster if you
use a sales technique to make a great first impression. Seven seconds
is the average length of time you have to make a first impression. If
your first impression is not good you won' t get another chance with
that potential client. Make a great first impression and the client is
likely to take your small business seriously.
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6 THINGS TO BE THE BEST SALES PERSON
YOU CAN BE…
1)
Know Your Product – Educate yourself on every facet of the
product/service you provide
2)
Know Your Competition – Be aware of the pros and cons of your
product and the competitor’s
3)
Give Realistic Expectations – Your customer has every right to be
made aware of anything that could impact the sale
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CONT.
4) When it comes to taste…don’t offer your opinion unless asked –
Each customer comes with their own pre-conceived notion or opinion
5) Listen – Some sales people truly do not know when to shut up. Make
conversation.
6) Body Language – Silent communication and picking up on cues is
important
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RECAP – 6 THINGS TO BE THE BEST SALES
PERSON
1)
Know your product
2)
Know your competition
3)
Give realistic expectations
4)
When it comes to taste…don’t give opinion
5)
Listen
6)
Body Language
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7 STAGES TO THE SALES CYCLE
1)
Prospect for leads
2)
Set an appointment
3)
Qualify the prospect
4)
Make your presentations
5)
Address the prospect’s objections
6)
Close the sale
7)
Ask for referrals
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LEARN NON-VERBAL SALES TECHNIQUE
When you meet someone face-to-face, 93% of how you are judged is
based on non-verbal data - your appearance and your body
language. Only 7% is influenced by the words that you speak. A good
sales technique is to remember, people do judge a book by its cover.
When your initial encounter is over the phone, 70% of how you are
perceived is based on your tone of voice and 30% on your words. It's
not what you say - it's the way that you say it.
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TIPS
A good sales person will speak clearly and enunciate each word.
Be sure to project your voice so that you are speaking loudly enough to your
target audience.
Smile a lot!
 These are the three vibes you must give off when with a
prospect or customer:
 I'm glad to be here
 I know what I'm talking about
 I love what I'm doing
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CHOOSE YOUR FIRST 12 WORDS
Although research shows words make up a mere 7% of what people
think of you in a one-on-one encounter, don't leave them to chance.
Express some form of thank you when you meet the client. Perhaps, it
is "Thank you for taking your time to see me today" or "Thank you for
joining me for lunch." Clients appreciate you when you appreciate
them.
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USE THEIR NAME IMMEDIATELY
Another forgotten sales technique is to remember there is no sweeter
sound than that of our own name. When you use the client 's name in
conversation within your first twelve words and the first seven seconds,
you are sending a message that you value that person and are
focused on him. Nothing gets other people's attention as effectively as
calling them by name.
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A GOOD BUSINESS HANDSHAKE
The business handshake is an essential selling technique to make a
lasting impression. The first move you make when meeting your
prospective client is to put out your hand. There isn't a businessperson
anywhere who can't tell you that the good business handshake should
be a firm one. Yet time and again people offer a limp hand to the
client.
To have a good business handshake, position your hand to make
complete contact with the other person's hand. Once you've connected,
close your thumb over the back of the other person's hand and give a
slight squeeze. You'll have the beginning of a strong business
relationship.
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ALWAYS HAVE BUSINESS CARDS
Your business cards and how you handle them contribute to your total
image. Have a good supply of them with you at all times since you
never know when and where you will encounter a potential client.
How unimpressive is it to ask for a person's card and have them say, "
Oh, I'm sorry. I think I just gave my last one away." You get the feeling
that this person has already met everyone he wants to know. Keep
your business cards in a card case, protected from wear and tear. You
will be able to find them without a lot of fumbling around, and they
will always be in pristine condition.
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USE PROPER BODY LANGUAGE
The best selling technique is a smile. It tells your clients you are glad to
be with them. Eye contact says you are paying attention and are
interested in what is being said. Leaning in toward the client makes
you appear engaged and involved in the conversation. Use as many
signals as you can to look interested and interesting.
In the business environment, you plan your every move with potential
clients. You arrange for the appointment, you prepare for the meeting,
you rehearse for the presentation, but in spite of your best efforts,
potential clients pop up in the most unexpected places. Leave nothing
to chance. Every time you walk out of your office, be ready to make a
powerful first impression...it is the best selling technique.
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TYPES OF CLOSING
Assumptive Close
After you've made your presentation and answered the prospect's
questions, you ask a question that assumes your prospect is about to
buy the product. Here are a few examples:
Would you prefer red or blue?
Our standard delivery can have this to you by Tuesday, or will you need our rush
delivery option?
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TYPES OF CLOSING
The Time-Limit Close
This is a good one to use if your prospect utters the fatal phrase “I'd
like to think it over first.” Pause for a beat, then nod thoughtfully and
say something like this:
“I can certainly understand your wanting to think about this, but I want to let you know
now that the model you'd like is a popular one and we're usually understocked. I'd hate
for you to be stuck with a model that's not as good a fit just because this one's not
available tomorrow!”
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TYPES OF CLOSING
The Custom Close
If you've qualified the customer well, you've probably gathered a lot of information
about their preferences (color, size, features, quality level, amount they're ready to
spend, etc.). When you're ready to close, look at your notes and say something like this:
“Luckily our XCL 5560 is a perfect fit for you! It has all those features plus it comes with
our advanced sound system, and it's yours for just $399. All I need is your signature and
I'll have it delivered right to your home by the end of the week.”
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SALES VOCABULARY
Margin – The difference between cost and the selling price of a
product or service
Benefit – A gain that accrues to the customer from a product or
service
Variable – An aspect of the sale or deal that can be changed in
order to better meet the needs of seller/buyer
Mark-up – Money the selling company adds to the cost of a product
to produce profit
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SALES VOCABULARY
Referral – Recommendation with a new prospective buyer
Close/Closing – When essentially the sales-person encourages the
prospect to say yes or sign the order
Objection – Point of resistance raised by a prospect
Marketing – Perceived by many to mean promotion and advertising
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SALES VOCABULARY
Distribution – Method or route by which products and services are
taken to market
Concession – Part of sale with perceived/real value given by seller
Partnership Selling – seller collaborates with buyer
Puppy Dog Sale – Letting customer try product for free because they
will most likely keep it
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SALES VOCABULARY
Feature – Aspect of a product or service such as color, size, weight,
gizmos & gadgets, etc.
Buyer – Professional purchasing person or consumer
Active Listening – Term used to describe high level of listening
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