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THE SALES ADVISOR

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ACHIEVE AMAZING SALES RESULTS

Jim Klein shares his complete sales training system, "The Three
Keys To Success in Sales", his best sales techniques, projects,
plans and hot new information products and services. Learn step by
step, the best ways to make money in sales that really work. No
filler, just the best ways to make fast money. SERIOUS ONLY.      
                           

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Hi Subscriber,

I've been getting emails lately from people who are not receiving
all the issues of the "Sales Advisor". This is a problem throughout
the internet because of spam filters.

So in a effort to provide the best service possible for you and all
my subscriibers, I created a page that all future subscribers will
recieve and I wanted you to see it also.

It will give you some tips on how to prevent future communication
from me getting lost. You can see it here: http://tinyurl.com/3bn7ne



Now on to this weeks feature article...

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FEATURE ARTICLE: How To Guarantee Your Prospect Is Ready To Buy?
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At this point, you believe your prospect has a problem you can help
him/her solve with your product or service. It appears the prospect
has the desire to solve the problem, and the finances to afford the
solution. If you have completed all the steps up to this point,
your prospect should be on the edge of their seat, waiting to hear
your solution.

They should be so excited at this point; they're almost begging you
to tell them how you're going to help them. You're ready to give
them your solution. You're ready for the band to play and the
curtain to open, and you step up on stage to come to their rescue
with your product or service.

Stop and ask yourself if you've asked the right questions that get
at these four issues:

1. Is there a real problem begging for a solution? Is something
missing, and are they unable to find a solution by themselves?

2. Is there a commitment to change things and move forward? Are they
in a place where they are finally ready to take action?

3. Are they willing to invest in a solution? Can they put in the
time, energy, and money to do what it takes to make the change?

4. Can they envision the future? Can they imagine more positive
outcomes than they are experiencing now?

You need to have a firm resounding YES to each of these four
issues. If you don't, before going in to your presentation I would
suggest you stop and go back. Do you need to ask more questions to
make sure you have uncovered their problem? Is the problem you
uncovered urgent enough for the prospect to want to change?

If you go on with your presentation without having a real
commitment, you may be wasting your time. This is where many
salespeople make a huge mistake. They don't have a prospect that is
ready, willing, and able to purchase, yet they feel they can close
them. So they continue with the presentation, only to be put off
with some lame excuse such as "I need to think about it".

This point in your qualifying will separate the men from the boys
(sorry ladies). If the prospect is not absolutely 100% ready to
make this change, you need to walk away.

I know what you're thinking, "WALK AWAY? I just spent all this time
building rapport, creating interest and then asking all those
probing questions, and you want me to walk away?"

Yes I do, for your sake, to save you time, energy, and your self
esteem. You have a prospect who's not committed, so what do you
think the chances are you will be able to close the sale?

You'll be much better off shaking hands and saying, "I'd rather
turn you down now than let you down later.", or something like that.

What a powerful statement to make. Your prospect is thinking,
"What? You're not going to give me the show? Every other sales
person I've had here does, and then I thank them and put them off
till next week". However, next week never comes.

But you're different than all the other sales people. You don't
have to waste your time with prospects that aren't absolutely
committed to making a change RIGHT NOW!

I'm not saying you blow them off totally and never talk to them
again. 'Now' may not be the right time for them. There may be some
circumstance preventing them from moving forward at this time;
however, they may be ready sometime in the future.

So you ask them if it would be okay for you to follow up with them.
Then send them a thank you note, and put them in your follow up
system. Make sure to stay in touch, or call them back when you say
you will.  Don't neglect this opportunity to sell some easy
business at another point down the road.

Its good when you have these follow ups in your system, and a few
of them pay off every month. It's a great unexpected boost to your
sales, and your income, for that particular month.

If the prospect doesn't want you to follow up, that's okay too,
just move on to the next.

Now, if you have a resounding yes to the four issues I noted
earlier, then you should use a trial close to make sure the
prospect is on the same page you are. The trial close does not need
to be anything wordy or fancy. It can, and should be as simple as;
"Are you really committed to making this happen?"

You can be more specific by including the problem they are looking
to solve in the close; however, I don't believe it's necessary.
What you want is for the prospect to give you a resounding 'Yes',
so you know they absolutely must solve this problem.

If you've done every thing right up to this point and you get them
to commit, the rest of the sales process, if done correctly, should
lead to you walking out with a signature on the dotted line and a
check in your hand.

The sale is complete, and everybody wins!

You've got your resounding 'Yes'; now it's time to make a simple
statement that will lead you to the next step in the sales process.
Make a statement leading to you presenting your product or service
as the only solution to their problem.

Simply say; "Great, you're going to be glad I'm here." Or; "Great,
let me show you how I can help."

Now, let's get to the part of the sales process where you get to
dazzle them with your customized presentation...

Stay Tuned!

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Until next time,

To Your Success,

Jim Klein - Sales trainer, coach and speaker
Helping salespeople fine tune the sales
process so they can confidently close
more sales and create long term relationships.
http://www.fromtheheartsalestraining.com
http://www.jim-klein.com
http://www.personal-sales-coaching.com
http://www.personal-sales-management-training.com
http://www.personal-sales-training-program.com
http://www.askjimklein.com
http://www.sales-action-plan.com
165 Kings Gate South
Rochester, New York 14617
585-266-6116

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