Many salespeople spend a lot of time working on getting the sale but spend very little practicing what to do when the customer says "No." The national closing rate in our industry is about one out of every three demonstrations. That means 66 out of 100 prospects are going to say "No" and mean it. Even the 33 percent who eventually say "Yes," actually say "No" the first four times they are asked for the order. This means that about 99 percent of the people you talk to are going to say "No," at least at first.
Listed are some techniques that will help you develop solid plans for turning "No" into a sale
Can optimism help you make an extra $10,000 to $20,000 a year? It can if professional optimism is practiced in all sales situations.
Many of us talk about how we make customers our number-one priority. But surprisingly, this area is sometimes cast aside, lacking the necessary effort or without solid direction.
There are solutions that work when a customer says "no" such as justifying the value and showing the customer he’ll be dollars ahead. What follows is a list of questions for the customer and then various scenerios that will refer you back to them.
A few weeks ago, a client was interested in changing his company’s remuneration plan. We came up with a pay plan that could give a company important advantages.
If you want to get all the sales you can get, there is only one person who can decide if it should be a sales or a rental, and that person is the customer.
Previously, we discussed the basics of overcoming objections. The techniques discussed included bypassing the objection, releasing the pressure and asking if there was anything else. If you can get that far, you are ready to actually solve the objection. This article will take a look at some common objections and ways to overcome them.
This article will take a look at some of the thorny issues of price and some coping techniques.This article will take a look at some of the thorny issues of price and some techniques for working around common problems.
Ideas on how to generate inexpensive leads from people who have used these methods and succeeded."We need more leads, Boss." It never stops. You need leads every day to feed your sales force or they will wither and go somewhere else. Where can you get the leads? Here are a few ideas from clients of ours who have found ways to generate inexpensive leads on a regular basis.
Any company that uses water as part of their process can usually benefit from using purified water.