Ethical Closing - Less Push, More Pull
Ethical closing is a natural conclusion to the Modern Selling Process based on an authentic and transparent Client Engagement. All you have to do is ask. These Ten Commandments listed below will help to keep you on track.
Ten Commandments of Ethical Closing that you need to know:
1) BE AWARE: Closing the sale is the most stressful part of the sales conversation for both the salesperson and the customer.
2) UNDERSTAND YOUR FEAR: The fear of rejection accounts for 80% of the reasons why the salesperson does not ask for the business.
3) UNDERSTAND YOUR CUSTOMER: Show the decision-makers that you are sincere about their needs and that they are important to you and your business. Ask for commitment with conviction.
4) UNDERSTAND BUYING DECISIONS: The fear of making a wrong decision is 80% of the reason the customer refuses to make a buying decision.
5) BE AMBITIOUS: Those who expect more get more. Don't sell yourself short when asking for the sale. Ask big.
6) HELP YOUR CUSTOMER: Help them visualize themselves owning and using your product/service. Listen for "possession signals".
7) CLARIFY ANY DOUBT: Consider asking another question or two. This can help them further strengthen their reasons for agreeing with you.
8) CONFIRM THE AGREEMENT: State the agreement you've reached then ask for the commitment.
9) ASK FOR THE SALE: Pushiness only occurs when you try to sell someone something they don't want or need. Asking for the sale is not being pushy, assuming you've questioned effectively and make the appropriate recommendations. Ethical closing will only occur once you have earnt the opportunity.
10) THANK THEM FOR THE OPPORTUNITY: Selling success doesn't happen by accident. Authentically thanking the customer creates a lasting memory and enhances the unique customer experience you are offering.
Modern Sales masters know Ethical Closing is a process that leads to asking for the business. In following the Ten Commandments you will have nothing to loose by asking for a decision. If they're not ready to make a decision then that is what you learn from asking. But if they are ready and you don't ask you loose everything.Get more information on sales training courses.
Ten Commandments of Ethical Closing that you need to know:
1) BE AWARE: Closing the sale is the most stressful part of the sales conversation for both the salesperson and the customer.
2) UNDERSTAND YOUR FEAR: The fear of rejection accounts for 80% of the reasons why the salesperson does not ask for the business.
3) UNDERSTAND YOUR CUSTOMER: Show the decision-makers that you are sincere about their needs and that they are important to you and your business. Ask for commitment with conviction.
4) UNDERSTAND BUYING DECISIONS: The fear of making a wrong decision is 80% of the reason the customer refuses to make a buying decision.
5) BE AMBITIOUS: Those who expect more get more. Don't sell yourself short when asking for the sale. Ask big.
6) HELP YOUR CUSTOMER: Help them visualize themselves owning and using your product/service. Listen for "possession signals".
7) CLARIFY ANY DOUBT: Consider asking another question or two. This can help them further strengthen their reasons for agreeing with you.
8) CONFIRM THE AGREEMENT: State the agreement you've reached then ask for the commitment.
9) ASK FOR THE SALE: Pushiness only occurs when you try to sell someone something they don't want or need. Asking for the sale is not being pushy, assuming you've questioned effectively and make the appropriate recommendations. Ethical closing will only occur once you have earnt the opportunity.
10) THANK THEM FOR THE OPPORTUNITY: Selling success doesn't happen by accident. Authentically thanking the customer creates a lasting memory and enhances the unique customer experience you are offering.
Modern Sales masters know Ethical Closing is a process that leads to asking for the business. In following the Ten Commandments you will have nothing to loose by asking for a decision. If they're not ready to make a decision then that is what you learn from asking. But if they are ready and you don't ask you loose everything.Get more information on sales training courses.
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