As part of my New Years Promises this year I promised that I'd read at least a book a week for the entire year. To help me keep that promise I'll post a quick review of each book here on this SalesFu Blog. I'm don't have one of those fancy Amazon affiliate accounts, but I should probably look into that and see if i can link it up. The first book we are going to talk about … [Read more...]
4.5 Steps to know- When to ask for the Business.
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...]
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...]
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...]