QUESTION OR MINOR POINT A great technique when for example, the customer is having difficulty choosing an option presented to them, or they just can't make up their mind or you don't want your potential client to miss out on your "limited availability special offer". You have a good rapport with the client, you have spoken over coffee, maybe got to know each other, mixed business with learning about their family and hobbies. You know this person would be ok with the direct approach. So just come straight to the point: "Ok Bill, so how would you like your website to look, and when would you like it to be published by? We ask for 50% payment up front". "Looks like we can help you Helen, when would you like us to start?" DIRECT So how do you give the best pitch? Confidence and belief in yourself and the product you are selling. You must know your product or service inside out... So you start by telling people who you are and who you are representing - you may get told "Oh, I've heard of you, but you are really expensive",Cheap Paul Krause Jersey, or "oh I'm not interested, I'm going to stick with the people I've used before", or just "Not interested". So how do you deal with the first response from your potential customer. ALTERNATIVE Use a question to close: they may ask "Do you guarantee to make me a certain additional profit?" you respond with the question "How much extra profit would you like to make Jim?" making the client feel like he is controlling the conversation and in charge - in reality you are. You keep this up until the client signs. Avoid answering the question with a single statement like "5%" By asking questions, you force a decision from them. Useful when your customer just requires a little nudge t order, or you know they want your services but are still iffing and areing, or you want to continue rapport through the ordering stage therefore making it less direct and more informal. Alternatively, pick up on a point that the client has shown interest in and use it as the focus of the conversation... "So you liked the Calendar option that we can add to the website?" or "What is the company's unique selling point? Would you like us to make this the main focus of your website?" FEAR You will find that one of these four options will close a sale for you. Go on give it a go! Once you've got your customer hooked, you need to close. A true salesman can sell all day long, but knows the point that he needs to close. There are I can see 4 ways to close a sale: The response of being really expensive I have had a lot when selling services of others. Potential clients seem to hear the word "Consultant" and the £ signs flash before their eyes - panic stricken you hear the fear in their voice! Its easy to catch them though, because you say in a reassuring voice...."we give the best price for the service we offer, you will get... " and you go onto explain what they get for their money before you give the price. On giving the price (so long as you have done the first bit well!) you should hear the wonderfully positive "Hmmmm! That's actually not too bad" or "Oooh I thought it would be a lot more than that". I have also sold websites in this way - people will think that buying websites is expensive,NFL Lights Out Black Jerseys, but when you tell them they can have a functioning website that will sell their company for as little as £160, they are instantly interested as people have an idea that websites cost thousands!!! In the same way that people think consultants cost thousands! Once they find out how affordable you are, then they prick up their ears. How do i do it? I get them hooked,Cheap DeMarcus Ware Jersey, by going into great detail about how my service works, and about what I can provide them with. I tell them what they get for their money. I explain how I work, and I explain how I deal with people who will benefit from my service - above all I am honest in my approach - everybody respects honesty more than anything else. The way it works is that you have to take a deep breath and then get your sales pitch out without letting the disinterested party speak. You study the body language, and facial expression, and the minute you see a raised eyebrow or a relaxed posture you know that you have the in your grasp. If they try for a lower price, be honest and tell them that you cannot do that, and remind them of the value for money they are getting - better product, better price and guaranteed satisfaction or price. It will be something that they find very hard to resist at least trying! When you get the potential customer who is sticking with who they use, that's loyalty, and that's hard to break. You can however ask "why?" a better but less direct question (although more open and honest) is "Is there anything I could do to give you a better service than they do?" or "What do they do for you?" - you can say that this will give you something to aim for or a better idea of how you need to improve your service! They will normally be quite happy to tell you at length what they are getting - you must listen VERY carefully (they will say it only once!) and at some point they will say something that you can pounce on....they give you 10% discount because you rebook? We will give you 20%! That kind of thing. In order to get the business sometimes you need to sacrifice a little... I have given my service at 50% discount before,for two reasons - one is to get work (we all need to pay the bills) the other is to gain reputation and just prove my sales pitch to be true - sometimes its worth it to get the follow on business. I once did a job for a nursery at 50% of the normal price and at the end of that job, they rebooked the service for full price! This has got me respect from customers and I now find that I have previous customers pushing my business as hard as I am!!! This means that people's first judgement of my service is positive - wow this guy must be good "so and so says so". I also have ex clients coming to me with names - "this lady wants to book a birthday party - i know shes looking at somebody who is charging £110" (with this I have already got info to work on when I make my call - I know its a party, and I know my price must be below £110 - I can DEFINITELY close this with one call!) or i will get "these are having a summer fair or promotional event, they mentioned a service like yours - i gave them your details." You call and although not expected its a warm call, because they are talking about your service - you save them the trouble of looking because you are first in (the old adage of "its not what you know its who you know"). Getting the sale is the hard part, closing it is the easy bit:) You have to give the buyer confidence in what they are buying, and confidence that you "own" the product. More over, you have to show the buyer that your product is better than all of the others he is looking at. That is the key to closing - your product must be THE BEST and in order to show that, your pitch must be THE BEST!!! When using FEAR, you emphasize the loss of benefits if the client does not order now: "This offer is only available until the weekend / the month and after that you will need to pay full price" or "There are just 10 places on this workshop, and only 3 are left - you really don't want to miss this"or "I cannot guarantee the place will be available when I call back in half an hours a time, so it would be best if you secured it now!" etc This is useful, when your client is having difficulty in deciding what they want from you and you have had to go over every option 2 or 3 times. You therefore need to narrow down the choice FOR them and clarify the detail. You must ask clarifying questions: "How many pages do you want on your website?" or "Which area of the company would you like us to target first?" "Where do the biggest problems lie?" etc, until you have before you a list which can constitute an order for your services "Sign here Bob" Closing sales....well where do I start? "Not interested": hmmm, difficult, this is the worst response you could get. Your answer should NOT be "OK". You must continue to push - you may know that they use what you are selling - be proactive and tell them that yours is better than what they currently use. Say something like "So are you fully satisfied with your current supplier? What if I were to offer you a satisfaction guarantee?" or "What if I gave you a price promise for the next 12 months - better product, better price?" You know your product and you know the pricing structure you are working too - you can therefore give them a price that works for you both! I have had this with my current business - my main competitor had previously supplied my potential customer with my service for £10 cheaper than my price, so not only did I match my competitors price, but undercut it by a further £10. I was still able to make a good profit and I took the booking, which will lead to a further 8 bookings in this 12 months as I gave a price promise to keep this price for that period, so long as they committed to the 8. Win win situation. I have taken 10 different bookings from my main competitor by doing this, in a 6 week time period so I know it works. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More