Motivating to action is the aim of every presentation you make. The single
most important attitude for you to carry into your presentation/closing
interview is this one: I will take the initiative and assist my prospect in
making the buying decision. The prospect will seldom ever close the sale. I
must supply the motivation.
• Summarize the key buyer benefits. This is the first step in motivating
prospects to take action now! Frequently, the prospect forgets some of the
reasons for buying -- remind them. Your rapid-fire summation recalls to the
prospect's mind the important things that dictate acceptance of your
proposition.
• Next, ask for any questions the prospect wants answered. You will gain
valuable information answering their questions. Look for buying signs here.
• Move to questions of your own. Your strategic questions should assist the
buyer in making minor decisions in favor of your proposition. These minor
decisions should direct the buyer to make the important decision to buy from
you.
• It is now time to ask the prospect to buy! Assume the prospect is going to
buy from you now. Many buyers say it is amazing how many sales reps seem
unable to bring themselves to ask for the "order." Keep in mind that you may
have to ask the prospect for the "order" several times
2012 - STAMP IT WITH EXCELLENCE!
Good luck and good selling,
Jack and Garry Kinder
vinay mohanty
most important attitude for you to carry into your presentation/closing
interview is this one: I will take the initiative and assist my prospect in
making the buying decision. The prospect will seldom ever close the sale. I
must supply the motivation.
• Summarize the key buyer benefits. This is the first step in motivating
prospects to take action now! Frequently, the prospect forgets some of the
reasons for buying -- remind them. Your rapid-fire summation recalls to the
prospect's mind the important things that dictate acceptance of your
proposition.
• Next, ask for any questions the prospect wants answered. You will gain
valuable information answering their questions. Look for buying signs here.
• Move to questions of your own. Your strategic questions should assist the
buyer in making minor decisions in favor of your proposition. These minor
decisions should direct the buyer to make the important decision to buy from
you.
• It is now time to ask the prospect to buy! Assume the prospect is going to
buy from you now. Many buyers say it is amazing how many sales reps seem
unable to bring themselves to ask for the "order." Keep in mind that you may
have to ask the prospect for the "order" several times
2012 - STAMP IT WITH EXCELLENCE!
Good luck and good selling,
Jack and Garry Kinder
vinay mohanty
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