Closing A Sale And The Fear Factor
When I first began marketing I found that asking for the sale at the end of the presentation was where I lost most of my prospects. I would get so nervous, that I probably scared most of my prospects away. What I discovered after having made dozens of calls, the close can be quite easy and a natural flowing part of my sale.
You Want To Get Objections
If you're calling a prospect that actually has requested information about your business, and they have shown that they are at least interested. The next step for you as a marketer is to present your business and answer their questions so that they can make an informed buying decision. I remember when my prospects would raise various objections about the product or service that I was selling and I get all nervous and defensive. What I learned was that when a prospect raised an objection it was a good thing.
Let Me Think About It
When your prospect raises an objection it should tell you that they are interested but have concerns. When a prospect listens to your presentation and doesn't raise any objections and says that they will think about, it is important that you get them to gauge their level of interest. When a prospect tells you that on a scale of 1 to 10, he is sitting at a four, let him go. If on the other hand your prospect says that he sitting at a six, ask him what it would take to get him to go to a nine or ten.
The Worst Objection
When you do this, your prospect is going to share with you his objections. Now that you know what is holding him back, you can answer the objections and complete the sale. The worst objection to deal with is the one that you don't know about.
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