What is a Good art of Handover, Customer walks in and explains to me and I have to handover to one of my sales guys.
When closing a sale, sometimes it takes to. No, I did not misspell that last word of the first sentence. I really meant to write “t” “o”. Those two letters are the initials for one of the most long-practiced sales techniques we know. They stand for “Turn Over.” The “T.O.” is used in sales environments where the salesperson has other salespersons or sales managers nearby when they are presenting to prospects. This would usually be in a retail setting or perhaps a group sales presentation of some type. The “T.O.” is the technique of “Turning Over” a prospect to another ...
One of the longest standing, most respected and basic presentation methods is F.A.B. Selling. I do not know who first identified this method, but I learned it from Larry Wilson in a Sales Sonics course in the late 1960s. The abbreviations stand for Feature, Advantage and Benefit. Many salespersons would tell you that they understand F.A.B. Selling. My 40+ years experience in sales training has taught me that this is not necessarily so. When salespersons say they understand it, what that has usually meant is that they know that prospects do not ...
Do Great Closers Have a Closing Instinct? Yes! How Did They Get It? What must we know even before we meet our prospect that will help us make the close of the sale more natural and comfortable? Tom Hopkins can probably still hear his mentor, Doug Edwards saying, “All great salespersons have a ‘closing instinct.’” When asked if these great salespersons were born with these “closing instincts?” He said, “Of course not! They got their ‘closing instincts’ by closing too soon and too often rather than closing too seldom and too late!” (That is an excellent phrase to ...
Is Everyone a Prospect? Yes! Really? Sales and income are lost when a salesperson does not know how to: find the persons who should buy his product/service; recognize when a prospect has an interest in his product/service; identify the level of interest; create or increase the level of interest so as to produce a qualified prospect. Is everyone a prospect? Yes! Really? Of course! He is a prospect for someone. Whether or not he is a good prospect for us is what we must determine. Each of the various sales areas requires the ability to identify prospects for ...
