You are reading one of the best articles published on www.soldlab.com in 2011
One of the great leverage questions you could EVER ask yourself is, “Now that I have this, what else does this make possible?” That’s how you kill two stones with one bird, as my mantra says.
And the cool part is, when you plug your blog into that equation, the creative sales possibilities are endless.
SO, HERE’S THE SECRET: Your blog is non-threatening, not salesy, value-driven tool that you can use to close more sales, if you do it right.
Today we’re going to explore six strategies to incorporate your blog into your sales process.
For many sales people who were trained (or not trained, as the case may be) in the 80s and 90s, these "closing techniques" were considered gospel. I myself, I must confess, attempted to master these "closes" when I was learning the profession. That is, until I realized that they were as manipulative as they sounded, at which point I quickly abandoned them. Read more at ... http://www.soldlab.com/news/2011/9/28/are-you-trying-to-close-or-trial-closing-to-read-more.html
The Invitational Close is simple, low-key, classy and powerful.
You use it at the end of a sales conversation to conclude the transaction. It is preceded by a Trial Close such as: “Mr. Prospect, do you have any questions or concerns that I haven’t covered up to now?” Or, “Mr. Prospect, does this make sense to you, so far?”
Probe for Lingering Objections
You ask these questions to be doubly sure that the prospect has no final objections lurking in the back of his mind that would block the closing of the sales process. You then invite the customer to make a buying decision by saying, “If you like what I’ve shown you, why don’t you give it a try?”
The August Edition of SOLD Magazine is out! Be ready to uncover the myths and secrets of cold calling and find out a bunch of highly practical tips on how to generate great leads. Cold calling demystified – the August Edition of SOLD is here at your disposal. Don’t hesitate to subscribe, it’s FREE http://www.soldlab.com/subscribe/