Once we have brought education to a customer and they are ready to turn over their hard earned money to us, we need to be able to close the deal and reaffirm encouragement to the customer. Closing transactions is one of the harder parts of selling for many to accomplish, its that uncomfortable asking for the order for some that trips up an otherwise excellent sales process. In this section we dial in why it so hard for some, easy for others, and the idea that personal bias and assumptions can get in a technicians way from asking for the order based on belief systems. Overcoming any objections is simple if the sales process prior was followed, and risk mitigation is simple if the company is well prepared for the issue before the trial close and close. Learn the ideas to improve the technicians abilities to turn more great conversations into actual sales.
Many technicians have a challenge asking for the order. Asking for the money is difficult for some, though if the presentation is done well it should be a simple step in a model. The MAJOR objections will always be present, such as: I need to get 3 bids, we always talk it over, I have to speak to my spouse, I never make decisions this quickly if I sleep on it I can review it with you tomorrow - are all part of what we need to expect in sales. This video walks the technician through the art of building value to close the sale and over come the objections.
Run Time: 46:16