SCORE Cincinnati

1)      Ask for the order…70% of salespeople do not.

2)    Always give the customer/client a choice of two different product/services, either one of which is fine with you. Otherwise their decision is between yes and no.

3)      Always be closing with small trial closes.

4)      The Take-a-way…”Probably not right for you, even if most of your competitors are benefiting from it. No, there may be something else…”

5)     The Ben Franklin close…List the benefits on the left and the objections on the right…Obviously you will help them think of the benefits but not the objections.

6)      The Assumptive Close…Assume at all times that they are going to buy, answer all their questions, start “processing” the order, watch for buying signals and ask how many they want.

7)      Get agreement…ask a series of questions that that evoke a positive response. It is hard to say no after agreeing with everything.

8)      Get a commitment…”Oh, price is the problem? If I could get an additional 10% off for you, would you go ahead with it? Great, initial here and I will see what I can do for you”.

9)      Agree with their objection…”You are right. I felt that way as did many of our customers. However, When they compared the true value…”

10)   “Forgive me, I have failed. I know that you are not going to buy today. So, please help me. Where did I go wrong? If I had done my job, you would be as happy as all our other customers…So, if it wasn’t for the color, you would have bought today…So you are saying that if I could get that color in here tomorrow…”

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