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 ...
Regardless of what we sell, we will often find that when we ask for the order we meet with some resistance. Sales Pros know this comes with the job and never take it personally. Following is a basic, but very effective, formula for responding to an objection from a prospect. The objection handling formula is: Cushion, Technique, and Close. Here is how it works. It is important to remember that the prospect knows we do not want to hear the objection. The prospect knows we want to hear agreement. Therefore, when a prospect gives us an objection, they are expecting us ...
Why Doesn’t a Qualified Prospect Buy Now? It is not uncommon for a thoroughly qualified prospect to stall on making a buying decision after he has heard a perfectly delivered feature, advantage and benefit presentation on a correctly priced product/service that is exactly what he wants/needs. Read on and find out why? Often after a prospect has heard a presentation and has been asked to buy, he puts up some resistance to buying at that time. Very often what he says has a tendency to cause the salesperson to lose momentum and ultimately bring the sales process to a halt. ...
