Professional salespeople are the ones that will take the time and trouble to do what the ordinary sales person will not do. It is for that reason they are at the top of their profession and earn the kind of money they do.
To a professional, selling is a careful, calculated and heavily rehearsed process, to which they apply multiple selling strategies and common sense. All of this is consistent with what the majority of the best sales experts have been promoting in the newer selling sales programs incorporating valuable data the top end professionals apply, because they are the ones that take the time and trouble to evaluate what is provided to them, then adapt it to their product or service, rehearse it until it flows easily and then apply it to their presentations as if it was a vital part of their every day business conversation.
Professional salespeople are the ones that will take the time and trouble to do what the average sales person will not do. It is for that reason they are at the top of their profession and earn the kind of money they do.
Professional sellers understand that closing the sale is not a series of ideologies that make the prospect want to buy at the end of a carefully rehearsed and strategically learned presentation. Quite the contrary, they understand that the closing process begins at the beginning of the sale - in fact, the minute they open their mouth with a hello.
Professionals know how to ask for the order, are fully aware about the process of probing and leading the sale, as opposed to memorising inflexible or stringent selling phrases, simply because they know if they are great at asking in a conversational way, they will be naturally good at selling.
Todays top sales professionals understand people buy for one reason more than any other reason. Yes, just one reason. Do you know what that reason is? No, neither do I. That is what the salesperson needs to find and to concentrate their effort on. The true professional understands how to work this into the presentation from the early stages of the call, and they rely on being aware of just one thing, when unsure, ask then keep asking. And they ask as often as needed.
If you want a professional selling tip, here is a simple technique I was given by a friend and have used it ever since and this is also something every salesperson should learn. This is all you need to say, It has been my experience that people buy for one reason more than any other reason, what will be the one reason that will cause you either to buy or not to buy from me today? Go ahead and use it, it works.
One of the best guarded secrets to being a success in sales is this. True professional salespeople, the ones in the top 1%, understand about the power of asking just one more person to buy from them each day. That usually means preparing for one or more calls each day. They understand that in a work year of 220 days, making one or two more calls a day would give 220 additional people the opportunity to buy from them, and if they were only able to close one in ten (10 percent) of those people, it would produce twenty-two additional sales a year. One in five (20%) would produce 44 additional sales a year. One in three (33%) would produce 73 additional sales a year. And one in two (50%) would produce 110 additional sales in a year. Now think about this carefully. How much more money would that mean in commissions to you over and above what you have already earned? Heaps more than you ever imagined I bet? It could amount to a great holiday, or perhaps an additional investment property!
Copyright Profit Maker and Peter Collins, 2009, Sydney, Australia
Closing is not just a series of words and phrases to help you get the sale over the line - closing starts when you start the call You should never start closing at the end of the sale
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