Many years ago a business colleague, we shall call him John, was attending a training seminar featuring the greatest sales trainer of all time, Doug Edwards. During his training Doug Edwards taught what is known as “The Benjamin Franklin Close.” John was young, had some sales experience and had great potential. However, another characteristic of John at the time was his cockiness. At this point in the seminar, John raised his hand as if to ask Doug a question. When Doug recognized him, John said that the “Ben Franklin Close” did not work. Doug asked why he thought so. John ...
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. ...
