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Atricle Dump - Inside Sales Tips - Taking Your Prospect All the Way
Customer Service for pool companies is very important indeed and since it is a service business that ought to be obvious to those who are engaged in the cleaning of pools at residences. Yet often we find the service of many pool cleaners to be
Rather they keep control the call, assume the deal, and take their prospect all the way through the close. They know that after they've done all this work, they deserve to get the deal and the prospect expects to buy.
This is a powerful Top 20% closing secret, and you can increase your closing ratio by 50% or more by using
When is being nice hurting you? I have written before about how the job search process can be filled with rejection and how you can turn that around by being nice to yourself. This article is about the line some people cross into being soft on
"So how does that sound?" (Weak closing attempt) or,
"Have I answered all your questions?" (They then expect or hope the client volunteers to buy -- again weak) or,
"Would you like to place the order now?" (Slightly better, at least they're asking for the deal) or,
"So let's get you started..." (They then wait for the prospect to say yes or for them to keep asking questions--still not good enough)
The problem with all these closing attempts (and these make up 80% or more of how most sales reps do it) is that it leaves the decision up to the buyer.
The top 20%, on the other hand, don't ask for the deal, rather, they assume it and take the prospect all the way through the close. Here's how they do it:
"Great ________, so let's get you started with this. You are going to need a pen and that purchase agreement I sent you. It's the document at the back in red, do you see that? Great, now go ahead and start by filling out..."
See the difference? The top 20% know they are dealing with qualified prospects (since they qualified them by asking the tough questions), they used trial closes so they know where they stand, have answered some questions, and now they know that it's time for the prospect to buy.
But they don't leave this very important decision up to the prospect.
Rather they keep control the call, assume the deal, and take their prospect all the way through the close. They know that after they've done all this work, they deserve to get the deal and the prospect expects to buy.
This is a powerful Top 20% closing secret, and you can increase your closing ratio by 50% or more by using
Understanding the current and expected changes to economic conditions is critical to business decision-making. You need to constantly review material to assist your business in making an educated assessment of economic conditions impacting on y
"So let's get you started..." (They then wait for the prospect to say yes or for them to keep asking questions--still not good enough)
The problem with all these closing attempts (and these make up 80% or more of how most sales reps do it) is that it leaves the decision up to the buyer.
The top 20%, on the other hand, don't ask for the deal, rather, they assume it and take the prospect all the way through the close. Here's how they do it:
"Great ________, so let's get you started with this. You are going to need a pen and that purchase agreement I sent you. It's the document at the back in red, do you see that? Great, now go ahead and start by filling out..."
See the difference? The top 20% know they are dealing with qualified prospects (since they qualified them by asking the tough questions), they used trial closes so they know where they stand, have answered some questions, and now they know that it's time for the prospect to buy.
But they don't leave this very important decision up to the prospect.
Rather they keep control the call, assume the deal, and take their prospect all the way through the close. They know that after they've done all this work, they deserve to get the deal and the prospect expects to buy.
This is a powerful Top 20% closing secret, and you can increase your closing ratio by 50% or more by using
Let's face it, when most people think of IT professionals, the image that comes to mind is the guy or girl with the glasses huddled behind a myriad of computer monitors, incapable of communicating with anyone other than their keyboardIn
"Great ________, so let's get you started with this. You are going to need a pen and that purchase agreement I sent you. It's the document at the back in red, do you see that? Great, now go ahead and start by filling out..."
See the difference? The top 20% know they are dealing with qualified prospects (since they qualified them by asking the tough questions), they used trial closes so they know where they stand, have answered some questions, and now they know that it's time for the prospect to buy.
But they don't leave this very important decision up to the prospect.
Rather they keep control the call, assume the deal, and take their prospect all the way through the close. They know that after they've done all this work, they deserve to get the deal and the prospect expects to buy.
This is a powerful Top 20% closing secret, and you can increase your closing ratio by 50% or more by using
Time tracking is essential for all businesses. You need to be able to know just how productive your business is. In many cases, accurate tracking can lead to instances where you’ll be able to see just what is holding your company back from re
See the difference? The top 20% know they are dealing with qualified prospects (since they qualified them by asking the tough questions), they used trial closes so they know where they stand, have answered some questions, and now they know that it's time for the prospect to buy.
But they don't leave this very important decision up to the prospect.
Rather they keep control the call, assume the deal, and take their prospect all the way through the close. They know that after they've done all this work, they deserve to get the deal and the prospect expects to buy.
This is a powerful Top 20% closing secret, and you can increase your closing ratio by 50% or more by using
Working the cube farm has been a disaster for worker productivity for years and you are finally fed up. Your company has offered you an opportunity to work from home. So finally, the home office is born. The choice of the location of your home
Rather they keep control the call, assume the deal, and take their prospect all the way through the close. They know that after they've done all this work, they deserve to get the deal and the prospect expects to buy.
This is a powerful Top 20% closing secret, and you can increase your closing ratio by 50% or more by using it. But don't take my word for it -- try at this week and watch your sales soar.
Wishing you a great week.
Copyright @ 2006 Mike Brooks
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