When all else is equal, the person with the stronger relationship wins the sale. Quite often, the sale can be won even if your price is higher, IF your relationship is strong. Also, studies show people with better relationships tend to negotiate agreements more than those who have little or no relationship. Learn how the concepts of consistency and scarcity affect relationships.
- What's the best way to close?…Is the question I get more than any other from salespeople…because it's the salesperson's ultimate goal.…While there's much to learn during the course of the sale,…most salespeople feel it's all for naught…if they don't close the deal.…If you've been in sales for any length of time,…then undoubtedly, you've heard…many of the closing techniques.…There's the puppy-dog close, which encourages you…to get the prospect to use your product for a while…so you fall in love with it, just like someone…who takes a puppy into his or her home.…
The Ben Franklin close encourages you to list the positives…and the negatives on a sheet of paper for the prospect.…Assuming the positives outweigh the negatives,…that's a good reason to buy.…You may have heard of the sharp angle close,…the porcupine, level-with-me, and many others.…Forget all of it.…Too often, closing techniques come across…as just that, techniques, they feel manipulative,…which only causes resistance.…The best way to close a sale starts…
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- Reaching out to prospects
- Developing a rapport with customers
- Making a good first impression
- Giving a successful presentation
- Providing the correct amount of options
- Handling objections
- Understanding the value equation
- Closing the sale
- Asking for referrals