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Add You - How To Shorten The Selling Cycle And Reduce Buying Stalls
Some experts say NEVER bother with resume objectives. While others say they should be an essential element on every resume.So, how do you know who is right?The simple answer is... no one is absolutely right. Your decision on whether to use resume objectives will depend on your circumstances, job search goals, and—in some cases—the person who reviews your resume.We can make recommenda
If you have a personal example of a sale you’ve made in the past that was able to get the thing that your new prospect wants by buying from you, then by all means, tell the new prospect about this success. Be specific. Use proper names, time, and location, and your prospect will begin to picture himself/herself having received that benefit as wel
No matter how well you have prepared for your interview, chances are you would be confronted with questions you don't know how to answer. In this case, don't get nervous. You have to accept that you are not invincible. And sometimes it might just be a trick your interviewers use to test how you respond to difficult and tough questions on the spot. They want to observe your behaviour under embarrassing and dif
If you sell an intangible product or service, it may be even tougher to close down a sale because your product or service is not something people can see, touch, or feel. So the reasons for your prospects to buy have to be vivid, logical, and emotional. There has to be a reason for them to buy NOW, or they’ll put off making the decision until later.
When you sit down with a prospect, ask a lot of questions about the prospect related to your product or service to get the person to tell you what is important in his/her life.
If you are selling a tangible product, you might ask questions like the following:
-- What do you like most about your current product?
-- What do you like least?
-- If you could change anything about the product you have now, what would it be?
-- Has any needs changed hat makes buying a new product different than the last time you bought (bigger family, etc.)?
-- Why do you want to buy a new product?
If you are selling an intangible product, then questions like the following might be more helpful?
-- At this point in your family/career, are you more concerned with getting ahead, security, planning for the future, creating a legacy, being esteemed by other, etc.?
-- Is that different from what your focus was two years ago? Five years ago? Ten years ago?
-- Where do you see yourself in three to five years?
-- What kinds of things have to be put in place to in order for you to accomplish what you have planned?
The answer to these and other questions may help you determine what is most important to your prospect. Now, just look to see what types of products/services you supply that can help the prospect get what he/she wants.
For instance, if you sell insurance, you have to realize that NO ONE wants insurance, but they may want the things that insurance provides like security. Or if you sell real estate or cars, the car or house may not be nearly as important to the prospect as the status that each may provide. So if during the questioning period, you find out that your prospect is most concerned about security for his/her family, then you’ll show the prospect how the policy you sell will give the family security, or the house you have in mind is resistant to forces of nature, or the car you sell just won Motor Trend’s safety award.
If you have a personal example of a sale you’ve made in the past that was able to get the thing that your new prospect wants by buying from you, then by all means, tell the new prospect about this success. Be specific. Use proper names, time, and location, and your prospect will begin to picture himself/herself having received that benefit as well
If you are a loan officer or mortgage broker that has used mortgage lead companies in the past, there is a very good chance that you have encountered some bad experiences.By bad experiences I mean, you have invested money with mortgage lead companies and have received absolutely nothing in the way of a return on your investment.If you were even lucky enough to make contact with some of the clien
If you are selling a tangible product, you might ask questions like the following:
-- What do you like most about your current product?
-- What do you like least?
-- If you could change anything about the product you have now, what would it be?
-- Has any needs changed hat makes buying a new product different than the last time you bought (bigger family, etc.)?
-- Why do you want to buy a new product?
If you are selling an intangible product, then questions like the following might be more helpful?
-- At this point in your family/career, are you more concerned with getting ahead, security, planning for the future, creating a legacy, being esteemed by other, etc.?
-- Is that different from what your focus was two years ago? Five years ago? Ten years ago?
-- Where do you see yourself in three to five years?
-- What kinds of things have to be put in place to in order for you to accomplish what you have planned?
The answer to these and other questions may help you determine what is most important to your prospect. Now, just look to see what types of products/services you supply that can help the prospect get what he/she wants.
For instance, if you sell insurance, you have to realize that NO ONE wants insurance, but they may want the things that insurance provides like security. Or if you sell real estate or cars, the car or house may not be nearly as important to the prospect as the status that each may provide. So if during the questioning period, you find out that your prospect is most concerned about security for his/her family, then you’ll show the prospect how the policy you sell will give the family security, or the house you have in mind is resistant to forces of nature, or the car you sell just won Motor Trend’s safety award.
If you have a personal example of a sale you’ve made in the past that was able to get the thing that your new prospect wants by buying from you, then by all means, tell the new prospect about this success. Be specific. Use proper names, time, and location, and your prospect will begin to picture himself/herself having received that benefit as wel
Putting together a lip sync fundraiser for your school is easy and fun. All you need is a good sound system, an auditorium to use, and people willing to have a good time for a good cause.The premise is simple - participants mime the vocals of popular music while performing onstage in front of an appreciative audience. The fun comes from seeing just how wild people are willing to be to impress the crowd
-- At this point in your family/career, are you more concerned with getting ahead, security, planning for the future, creating a legacy, being esteemed by other, etc.?
-- Is that different from what your focus was two years ago? Five years ago? Ten years ago?
-- Where do you see yourself in three to five years?
-- What kinds of things have to be put in place to in order for you to accomplish what you have planned?
The answer to these and other questions may help you determine what is most important to your prospect. Now, just look to see what types of products/services you supply that can help the prospect get what he/she wants.
For instance, if you sell insurance, you have to realize that NO ONE wants insurance, but they may want the things that insurance provides like security. Or if you sell real estate or cars, the car or house may not be nearly as important to the prospect as the status that each may provide. So if during the questioning period, you find out that your prospect is most concerned about security for his/her family, then you’ll show the prospect how the policy you sell will give the family security, or the house you have in mind is resistant to forces of nature, or the car you sell just won Motor Trend’s safety award.
If you have a personal example of a sale you’ve made in the past that was able to get the thing that your new prospect wants by buying from you, then by all means, tell the new prospect about this success. Be specific. Use proper names, time, and location, and your prospect will begin to picture himself/herself having received that benefit as wel
Affiliate work is a rewarding work at home profession. There are hundreds of companies and small businesses that will pay you a commission for selling their top selling products. There are 2 main ingredients for success. Successful affiliates learn networking techniques and apply them, and the most important ingredient of all is to have a positive attitude. If you have these two things, there are virtu
For instance, if you sell insurance, you have to realize that NO ONE wants insurance, but they may want the things that insurance provides like security. Or if you sell real estate or cars, the car or house may not be nearly as important to the prospect as the status that each may provide. So if during the questioning period, you find out that your prospect is most concerned about security for his/her family, then you’ll show the prospect how the policy you sell will give the family security, or the house you have in mind is resistant to forces of nature, or the car you sell just won Motor Trend’s safety award.
If you have a personal example of a sale you’ve made in the past that was able to get the thing that your new prospect wants by buying from you, then by all means, tell the new prospect about this success. Be specific. Use proper names, time, and location, and your prospect will begin to picture himself/herself having received that benefit as wel
I Hate Cold CallsLong before I started my business, I realized that I wasn't good at telephone sales and that I would need to generate leads in another way. I developed a sure-fire way to generate those leads, interest in me, and my business, through the use of telephone market research.There are many benefits of doing market research including the ability to learn more about my target ma
If you have a personal example of a sale you’ve made in the past that was able to get the thing that your new prospect wants by buying from you, then by all means, tell the new prospect about this success. Be specific. Use proper names, time, and location, and your prospect will begin to picture himself/herself having received that benefit as well.
During the close, give them options like, 1) buy this now, 2) wait a year, 3) wait five years, 4) wait ten years, etc. Shem how much they will miss out on if they wait (higher premiums, less return.) Show what might happen if circumstances change between now and the time they buy.
Give them options, and they will probably choose to buy now.
Copyright 2005 Doug Staneart
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