1) Warm up - about 10% of the call time 2) Presentation - about 40% 3) Closing - about 50% The focus is firmly on "closing" and sellers launch into this area with gusto only to find that the buyers are equally determined NOT to be closed! With the "How to Sell" format, the close is whittled down in size. It will now become a "done deal" by the time you reach it, rather than the epic battleground that it usually is. This is the most significant change you will ever make to you own personal selling process. Use it correctly and it will guarantee outstanding success. |