... an end to frustration in
your sales and marketing business.
17 Highly-Guarded Strategies to Close (Open) Every Sale Guaranteed Plus How to
Combat the Fear of Closing ...
http://www.free-ebooks.net/ebook /17- Highly-Guarded- Strategies- to- Close- Open -Every- Sale- Guaranteed- Plus- How -to- Combat- the- Fear- of- Closing...
... convince the pros-
pect out of the sale. Here are some ways to avoid overselling:
Avoid the fear of rejection” mindset
Some salespeople cannot take the prospect away from the stage of sales
presentation ... enough to want
to buy the product. us, throughout the sales
presentation until the sale is closed, keep assum-
ing that the sale has been made. Here’...
... terms of use.
ing decisions. Remember, the decision to buy is only
the first step of the close. It is better to close two
smaller sales than to have one big sale slip away be-
cause the customer’s ... Tech-
nologies, the CEO put more pressure on the sales force, the
company offered deep discounts, and they flooded sales
channels with products. The result: The...
... in the fertile soil of the imagination. Lack of
hope inevitably leads to depression.
5. The fuel of teamwork. The days of the lone ranger
in selling are history. Today’s winners are part of a
successful ... cu-
riosity never bother to expand their horizons. They will
never know of the riches waiting for them if they only
bother to move outside their comfort zone....
... high achievers watch a sunset, they don’t
see the end of the day—they imagine the sun rising on
the other side of the planet. They know that there is a
new dawn every second somewhere on this ... strategies. The
downside of their rigid
strategy is twofold: They
never learn from their
failures, and they are
very vulnerable when
failures hit too close to
home.
2. The...
... informa-
tion then becomes power: the power of a collective
will to accomplish the mission of the organization.”
5. Attitude toward the customer. Many organiza-
tions tend to listen to their customers ... company with the voice of the
customer. Create real intimacy between yourself
and the customers.”
MASTERING THE ESSENTIALS OF SALES
181
the air; the other o...
... preach
that every sale counts, they often fail to count the
time and expense it takes to close certain sales. The
solution: Give your sales team clear directions for
when to say no to a client.
5. ...
better”? They don’t challenge their customer’s be-
liefs. A more effective strategy is to shift the focus
back from the solution to the original problem. In-
stead...
... off-
schedule stops often fit into the category of expectations. However, some respon-
dents expressed the need for drivers to understand (or have empathy with) the
reasons libraries prefer on-time stops, ... relation-
ships) as part of the survey described in chapter 2. The survey posed questions to
identify the characteristics of good customer-vendor relationships and...
... they can make a significant
difference in the lives of their customers.
Who is to blame if a customer is not happy with the
salesperson? I would not throw the first stone in the direc-
tion of ... number of
carats, or the weight of the manager’s wisdom the more
wisdom and insight the sales manager can offer, the higher
the appraised value. Third comes the cut,...
... can they close more sales with fewer calls?
How can they close higher sales on each call? How
can they increase the frequency of repeat sales? How
can they work smarter and harder?
6. The best ... decision to buy is only
the first step of the close. It is better to close two
smaller sales than to have one big sale slip away be-
cause the customer’s financing...