| Topic : Strategies to Improve Marketing and Sales |
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Posted in Community :
Business & Strategy |
IT Sales and Business Development |
Business Analysts In IT |
4 more ...
Posted in Job Site :
SalesCult
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3 comments
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last activity : 07 06 2010 20:18:04 +0000
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How to close a sale? Qualifying the prospect: It’s a process of screening the people available for the salesperson to contact so as to eliminate those who are unlikely to buy and so that the attentions of salesperson can be focused on those who constitute the real market. Sales Presentation: The sales presentation should never be a dry rational affair. It should be exciting and even dramatic. Resistance from Prospects: Never allow prospects and opportunities to slip away. This is called as objection handling or more accurately as “resolving objections”. Rules to handle objections Repeat the steps once or twice until the heart of the matter becomes clear.
- Be a good listener
- Repeat back to the person what you have heard – not word for word but of course the general idea of what the person had said.
- Ask more questions. This will help in revealing the true nature of the objection.
- Guide the prospect into answering his or her objection.
- Silence has been used for centuries as a closing technique. The game is simple. After asking a closing question, say nothing – because the person who speaks next loses.
3 comments on "How to close a Sale "
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Commented by
varsha mishra, Analytical Chemistry Manager, rfrac
| 10 13 2008 18:44:38 +0000
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Commented by
tara selvam, Business Development Manager, HRD
| 06 10 2008 22:00:35 +0000
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Rating : +1
Commented by
Dipak Mawale, Senior Executive, Harbinger Knowledge Products
| 06 10 2008 03:14:59 +0000
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