- They spend most of their time with people able, willing,
and ready to buy - these are High Probability Prospects.
- They only do business with prospects they respect, and
who, in turn, respect them: These are genuine business
relationships, with both parties mutually agreeing to move
forward each step of the sales process.
- This Mutual Respect results in Total Disclosure of the
prospect's needs, wants and buying intentions- as well as
Total Disclosure of the product's/service's benefits and
limitations.
- Mutual Agreements and Mutual Commitments happen
early, and often, throughout the sales process.
- These mutual agreements lead to Closed Sales: the
'Closing' is the sum total of the entire series of agreements.
Closing must begin at the initial stages of the sales process.
During the sales process, almost any point of discussion
provides an opportunity for a commitment. It's as simple
as asking:
- "This system will produce at least 20% more sales by
salespeople that utilize it. Is that what you want?"
- "Is it profitable to spend between approximately $3500
per salesperson to achieve that magnitude of result?"
- "The system requires that your salespeople learn a new
sales process. Is that acceptable?"
Each 'Yes' to questions like these is a commitment, and
integrates 'Closing' throughout the Sales Process. Depending
on your products and services, closing should occur between
25 and 45 times before consummating the sale.
If this sounds simple, it is. If it sounds easy, it is not. It
requires preparation, so that every point of discussion is
followed by a simple request for commitment or acceptance.
It also requires a thorough understanding of a sales process
that appeals to the way the human mind works.
By the end of the sales process, most prospects will have
agreed that every one of your product's features is acceptable,
and they also will have acknowledged your product's benefits to
them. At that point, it is an easy, natural transition to ask the
prospect what s/he wants to do to acquire your product or
service. In most cases, the prospects will create the consum-
mation of the sale. That is, they will design the final close for
the salesperson's approval.
If this were a sales discussion, rather than an educational
monologue, I would have asked for a commitment -
a closing question - on each point. Go back through this
article and see how many closing opportunities you can find.
Learn to Close Sales- Effortlessly-
Throughout the Sales Process
with High Probability Sales Training
Enroll in High Probability Sales Training NOW!
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