Last week I was asked by an up and coming salesperson, “So, when would I know what Closing technique to use?”. I dug a little deeper on this question and he wasn’t really wondering which close to use and how, he was really asking a much more fundamental question- “When do I Close?”. “The Buying Sign Close” It seems that many of us are info/benefit dumping until we hear … [Read more...]
SALES MO
Sales Momentum, what I call the SALES MO, is just like physical momentum. It’s easier to keep it going than it is to start from scratch. When I was 17 years old I went away to college, my family wasn’t particularly well off but I had a scholarship and a part time job. My father bought me an old 1984 Chevy Luv pickup truck and that little truck got me back and forth to more … [Read more...]
Defusing vs Overcoming Objections
Defusing vs Overcoming Objections "Closing" sometimes has a negative connotation, primarily because no one likes to be "Sold" except for sales people. The rest of us don't want to be "Sold" something, we just want to "Buy" a product or service worth having. Sales professionals who consistently find themselves having to use Hard Sell techniques and aggressive closing … [Read more...]
What is SalesFu? – Capturing the Energy
What is SalesFu? Sales Fu = The Art of Identifying & Capturing Customer Energy and using it to Persuade & Influence a purchase decision. We've found that there are different personality types and we have an idea of how those personality types impact our communication. Now what? Now we talk about Capturing Customer Energy via Sales Momentum, Control and the MORSE … [Read more...]
The Inertia Close (Feel, Felt, Found)
The Inertia Close (Feel, Felt, Found) The Feel, Felt, Found technique has been around since my Grandfather was peddling Encyclopedia’s door to door. I have used it with great success when faced with the “WAIT”, “I’m just fine where I am”, or “That’s not enough savings to make it worthwhile to go through the process” type objections. Basically, I’ll use this … [Read more...]