A member sent in this question. "If the product is right and the sales presentation is right, then there is no need to close the sale, right?" Please discuss.
The great sales technician and trainer, Doug Edwards, said “people buy emotionally and then justify their purchase logically.” Salespersons have been proving this statement true for decades through their own experiences. Since we know that our prospects are very likely to have their emotions involved in their buying decision; that should affect how we present the benefits of our product. As professional salespersons, we know that a presented benefit tells the prospect what the product “helps them gain” or “helps them avoid losing.” Should we present our benefits positively or negatively? The answer is “Yes.” Studies over many years have determined ...
Some salespersons sell products that lend themselves very well to “add on” sales. For the purpose of this article, I define “add on sales” as additional products or services that may be of value to a buyer of a new item. In this article I will use the sale of a 54” High Def Flat Screen TV as the primary purchase. This product is currently listed at about $2000. The two “add on” items I will use are a stand to hold the TV and a Five Year In-Home Service Warranty. This stand would sell for approximately $200 ...
There are times when a prospect will give us an objection that catches us off guard. We may not have heard this objection before. We may have heard it before but did not handle it well in the past. We may have heard it before but do not recall how to respond. This is when a great sales technique of stalling for time is very helpful. For example, a prospect gives us an objection and we immediately are aware that we are not prepared to handle it well. We need some time to think … and … ...
As salespersons we know that occasionally (really more often that we like) we are going to get an Objection. The question is, “When do we handle those objections.” For many years professional salespersons have followed a practice of handling objections at four different times in the sales process. Understanding exactly which objections should be handled at which places in the sales process is another of those great sales techniques. The four times to answer an objection are: (1) before it comes up, (2) immediately when ...
Is Selling a Science or an Art? Yes! How is That Possible? The strategic use of words to modify thinking and thus behavior is a science. The manner in which the strategy is executed is an art. Is selling an art or a science? Yes! How is it possible that it is both? It is possible because it requires both disciplines to be done well. If we agree that selling is a communication process, then it becomes easier to understand how it requires both science and art. It has been well documented scientifically that communication is made up of different ...
