Closing: An Essential part of the closing process

Written by Jelani Khalfani


Continued from page 1

Closing a sale is an integral part of an orchestrated selling process. By first building rapport with our prospect, you createrepparttar trust that is vital to closing a sale. No matter how wonderful your product or service is , people will not buy from you unless they trust you. By learning to ask closed-ended, attention-getting questions, you can open your prospect’s mind to ultimately accepting your presentation. Open-ended, probing questions can then be asked to learn about needs, hidden feelings, and problems tha can be solved byrepparttar 127091 specific products or services that you represent. By tailoring your demonstration to only those products or services that meetrepparttar 127092 needs or problems you uncover in your questioning, and by asking trial closing questions, you can determine how your prospect feels about your presentation andrepparttar 127093 suggested solution to your prospect’s problems. Then, by answering any questions or objections your prospect might have, you can setrepparttar 127094 stage for tying offrepparttar 127095 transaction. All that is left inrepparttar 127096 closing process is to simply ask forrepparttar 127097 business.

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Keeping Your Sales Team Motivated

Written by Frank J. Rumbauskas, Jr.


Continued from page 1

Another word that instantly de-motivates salespeople is "activity." Unfortunately, inrepparttar absence of any other viable advice, most managers simply blurt out, "You need to increase your activity" to anyone who isn't at quota. This accomplishes nothing other than setting uprepparttar 127090 rep to believe that a series of funnel reviews and performance improvement plans are soon to follow.

Finally, I see entirely too many managers pushing too hard to spend extra time with salespeople who are falling short. While it's necessary to spend time with these people, it's not a good idea to keep asking them what they need help with and to insist on riding along with them. This only turns uprepparttar 127091 heat another notch on an already stressed-out rep. Nobody who is having trouble likes to be singled out, especially whenrepparttar 127092 extra attention easily can be mistaken for micromanagement.

To keep a struggling salesperson motivated:

1. Keeprepparttar 127093 talk of funnels, forecasts and activity to a minimum.

2. Offer help without being overbearing.

3. Put your trust and confidence in that salesperson.

Stick with these guidelines and you'll not only do a better job of helping those who are having difficulties, but you'll see an overall increase in your sales team's motivation and enthusiasm.

Frank Rumbauskas is the author of Cold Calling Is a Waste of Time: Sales Success in the Information Age. He is the founder of FJR Advisors LLC, which publishes training materials on generating business without cold calling. He also owns a nationwide insurance agency. For more information, please visit http://www.nevercoldcall.com


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