| If you're in personal sales and need to live on your | | | | the end of a sale, you make a series of closes |
| sales efforts, you might be surprised to know that | | | | through out the sale. "Would you like fries with that?" |
| canvassing is once again becoming a great way to | | | | "Would you prefer your BMW in red or blue?" "If I |
| make a sale. | | | | could get you into a deluxe model for the price of out |
| I used to sell for the local Yellow Pages and one of | | | | floor model would you want us to deliver it today or do |
| the greatest challenges was getting to meet and greet | | | | you have your own transportation?" These are |
| the prospects. Many of us would dread the process | | | | qualifying questions or mini closes. |
| even more than phone prospecting. | | | | Remember that if you find that your prospect needs |
| I think that all changed when we sat down one day | | | | your product or service; someone will eventually close |
| and hashed out our complaints with the new manager. | | | | the sale if you don't. |
| He listened to us beef about the prices, the clients and | | | | Realize that somebody will sell your prospect what |
| the prospects. We griped about the weather, the base | | | | they need if you determine that they can benefit from |
| and the commission structure. | | | | the product or service you offer. It might be your |
| When we all got it out of our system, he asked us a | | | | competitor, a spouse or relative. |
| simple question. If we were to meet ourselves coming | | | | You will have to make a compelling offer to a person |
| into the store or office what would we think? We | | | | who just met you and make them comfortable with |
| looked at each other; puzzled and a bit confused. | | | | the decision to do business with you. |
| "Pretend that you are the business owner and you | | | | Never rely on logic to make the sale for you. |
| saw yourself walking in to your place of business, | | | | Many people believe that they think clearly and logically |
| what would be your impression?" | | | | and arrive at a decision when all the facts are in. They |
| Some of us got extremely embarrassed. We | | | | are fooling themselves. All decisions are made when a |
| immediately straightened up and began to primp at our | | | | person feels less stressful about the outcome. That |
| seats. "You all are responsible for the growth of this | | | | means that the chosen outcome might be less |
| company so you need to learn four secrets to great | | | | stressful or more beneficial. |
| canvassing. Here they are." he said. | | | | We all fool ourselves into thinking that we weigh the |
| Give your prospects a great appearance | | | | merits based on facts; we never ever get all the facts. |
| There is nothing more important than the first | | | | That would make us fortune tellers. |
| impression. You need to make the best impression | | | | Paint positive pictures of a generous outcome once |
| possible when meeting a potential client. | | | | they are benefiting from the product or service. Once |
| That means dressing to meet the expectation of your | | | | we feel comfortable or assured that the choice we |
| prospects. If you sell to doctors, you will need to dress | | | | make is the most pleasant or advantageous to our |
| at a level that commands respect from doctors. | | | | ego, we make the decision. |
| Dress several notches above your potential clients; if | | | | You must plan on visiting your prospects at least 10 |
| you service a farming community and need to look like | | | | times. |
| anything but a sales person. When you have to guess, | | | | The average sales person doesn't follow up with a |
| choose dark blue suits and white shirts or blouses. | | | | prospect after the initial no. The average sale takes |
| Be prepared to present on the first meeting. | | | | place after the seventh visit. This is why it is important |
| You will need to be ready to tell your story on the first | | | | to develop the relationship on the first visit. |
| meeting. That means you have to qualify your | | | | Remember that saying from the movie Glen Gary |
| prospect and make your presentation as seamlessly | | | | Glen Ross; A.B.C., always be closing. |
| and briefly as possible. | | | | You will never have to strong arm a prospect if you |
| If you are in office equipment sales and you stop by | | | | take them through trial closes throughout the |
| an office where the personal assistant greets you with | | | | presentation and follow ups. You are training them to |
| a sigh of relief and ushers you into the boss's office, | | | | make a comfortable decision. |
| you'll need be ready to make your pitch. | | | | There are more specific techniques given to us that |
| You'll be better at closing if you are always closing. | | | | day but more than anything else, he hit us with a solid |
| The movie that made every sales person who | | | | lesson in canvassing our territory. |
| watched it feel instant recognition was Glen Gary Glen | | | | We felt a level of empowerment from that day on; |
| Ross. The most famous line from that film was "A,B,C; | | | | we took the challenge of making connection with our |
| always be closing." | | | | prospects and helping them to make the right |
| What that meant was that you don't make a close at | | | | decisions. |
