Consultancy


		Close That Sale !
	Sales Closing Techniques For Today's Tough Markets
Consultancy

	Direct selling techniques for more effective sales closing.

	"Do you provide unpaid consultancy?" Let's suppose a seller has a sales closing ratio of 1 in 3. Looking back over the last 100 calls, he'll probably see something like this: 100 presentations: 33 sales: 10 impossibles (product unable to do what was required, for instance). That leaves 57 closeable situations where the prospect did not buy. The seller has provided unpaid consultancy to help the buyer purchase elsewhere! Today's buyers are great sellers! They will not roll over and hand you their credit cards just because you've done a good product presentation.......but, REMEMBER, they'll gladly accept your free consultation and then sell you the stall! "We're now dealing with this new breed of Super Buyers" Even the hardiest of sellers can be worn down by the repeated rejection and frustration that goes hand-in-hand with losing sales - especially when they know that, on many occasions, the "think it over" should have been a sale. We all know that today's buyers are razor sharp. They're also educated and experienced in handling sellers. They have everything on their side - consumer reports, TV Watchdog, newspaper articles plus a vast resource of information on the Web. They're spoilt for choice!



		"Even if you're on the right track, you'll get run over if you just sit there!"

But what do most sellers do to handle this new breed of "super buyer". Nothing. That's right - most sellers do NOTHING. They carry on blaming their low conversions on the economy, the price of their product, the world markets, the weather, the time of year, the buyer - anything that prevents a good look in the mirror!

What do they do to improve their technique? Nothing. What do they invest in improving? You've guessed it - nothing!

Conversely, let's ask the same questions of the top pro sellers and in particular, what do they do to remain at the top? The answer is - EVERYTHING!

They hunt down information like hungry wolves. They listen, they question and they observe. They sell through rain, shine and recession. Their bookshelves groan under the weight of books on selling, psychology, motivation, NLP and more. They breathe the business of closing sales. They never think in terms of average weeks. They smell of success.

Sharper than these "super buyers"? You bet!