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ISSN 1930-0085
Jim Klein, Publisher
www.FromTheHeartSalesTraining.com
JWK@FromTheHeartSalesTraining.com
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In this issue:
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Hello Subscriber,
-- Jim's Update
-- Feature Article: How To Guarantee Your Prospect Is Ready To Purchase
-- Jim Recommends
Please add "Sales_Advisor@aweber.com" and "jwk@fromtheheartsalestraining.com" to your whitelist or address book in your e-mail program, so that you have no trouble receiving future issues!
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A Note From Jim
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Hi Subscriber,
Just a quick note about my upcoming tele-seminar: The Secrets Of Exceptional Results Selling. Get all the information and sign up by clicking the link under teleclasses and workshops.
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Teleclasses and Workshops
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The Secrets Of Exceptional Results Selling
Join Us For A Live (FREE) 70 Minute Teleseminar Thursday, May 22, 2008 (10 am PST / 1 pm EST)
Sign up here
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Feature Article
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How To Guarantee Your Prospect Is Ready To Purchase
by Jim Klein
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 cash flow, 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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About Jim
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Jim Klein, "The Sales Advisor" is author of the award winning Make Your Living In Sales System.
If you''d like an effective and affordable system that can boost your sales by 30 to 50 percent or more in the next twelve months or less, close more sales and achieve a level of success, freedom, and security you really want. Go to
www.personal-sales-training-program.com
If you liked today's issue, you'll love Jim's dynamic sales, marketing and success training products to help you market and grow your business -- and yourself. Learn more at: www.fromtheheartsalestraining.com/products.html
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Jim Recommends
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Solve All Your Sales Problems
If you want a successful sales business then give me your next five minutes and I'll show you how to cut out weeks, months and potentially years of wasted time and effort . . .
My newest creation is the personal sales training program, "Make Your Living In Sales".
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Check out all the benefits you'll receive with this one of a kind program.
http://www.personal-sales-training-program.com
How to Have Your Best Sales Year Ever
Are you frustrated most days wondering why you don't have enough sales leads? Are you tired of scrambling to get enough appointments? Is your ego damaged at the end of the day because you've wasted so much time, haven't made a sale and
are no closer to the goals you don't have? Are you tired of your sales manager nagging you about your production; without giving you any positive direction to help you boost it?
Are you ready to break through the sales barriers that are holding you back?
Want to see how personal sales coaching can help,
check it out here:
http://www.personal-sales-coaching.com
New Group Coaching Coming Soon!
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Copyright (C) 2008 by From The Heart Sales Training
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