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- Close Effortlessly without Pressure or Anxiety By Jacques Werth
- The Three Minute Elevator Pitch by Jonathan Farrington
- Archived Articles
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| Close Effortlessly without Pressure or Anxiety By Jacques Werth |
High Probability Closing is not an event. It's an integral part of the entire sales process. We define "closing" as Mutual Commitment. Therefore, we request the prospect's commitment at every step of the sales process, and we make corresponding commitments. We close throughout the entire sales process - typically between 25 and 45 times.
Closing starts when we set the appointment and then ask, "If we can meet all of your conditions of satisfaction for (this product or service), what will you do?" If the prospect doesn't reply with "I'll buy it," or words to that effect, we immediately cancel the appointment, for now. However, we will continue to call the prospect every three to four weeks until he/she is ready to make a conditional commitment.
Most salespeople set out to contact a large number of people who have an apparent need for their products and service. Their objective is to convince every one of them to grant them an appointment.
If we don't get a commitment at any step of the sales process, we determine whether the commitment that isn't accepted is a deal breaker. If so, we terminate the sales process (perhaps temporarily) and we leave. Why? Staying and pitching to a prospect who does not make commitments almost guarantees the following:
-
The probability that the prospect will buy on that visit is highly unlikely.
-
You're wasting your time and the prospect's, thereby creating resistance to yourself and diminished respect. That leaves them with . . .
For the entire article visit: http://www.salestrainingcamp.com/salestrainer.htm#tip1
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| The Three Minute Elevator Pitch by Jonathan Farrington |
What is an Elevator Pitch? Quite simply, a short presentation designed
to grab the attention of new prospects in a succinct yet comprehensive
way
Nobody seems to remember who first coined the term "elevator speech," but I know it's been around a long time and I am often asked to help design speeches for clients.
An elevator speech is a short presentation that you could deliver to someone on an elevator as it travels from top to bottom or vice versa. It must be compelling as well as descriptive. It should contain such punch that the other person would love to buy from you. Of course, you can use this in ways other than traveling in an elevator.
When cold calling, it is a good idea to have your pitch ready. When the buyer meets you in reception, deliver the elevator speech with enthusiasm and he or she is much more likely to agree to allocate time to you. On the phone, you can use this to obtain an appointment. You may want to use it in a sales letter where you introduce your company to the prospect. For those who attend trade shows, have your elevator speech ready for people as they approach your stand.
An elevator speech should meet these criteria: . . .
For the entire article visit For the entire article visit: http://www.salestrainingcamp.com/salestrainer.htm#tip2
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