Have you ever asked yourself what makes a customer buy?
Imagine having people asking to buy what you have to sell with no objections. Instead of ducking, weaving, and tackling your way though the sales process hoping all the way though that you have hit their hot buttons and they will buy without too many objections and struggle.
Now imagine having a fun interaction with someone, both learning from each other. As you present your offer you are welcomed with an open mind and genuine questions.
Funny thing is it requires the same amount of effort and energy but you get exponentially different results.
If you really want customers to buy from you stead of sell to them, then forget about all the closing techniques and becoming a master closer. If you want your customers to buy and feel like they are all lay downs (an easy sale), focus all your energy on being a great opener. Be a master a building rapport and trust at a fast speed.
The ability to win friends and influence people will impact your life’s happiness more than any other skill.
When I build rapport I use the Fraudenslip method. It is a physiology method of building trust and getting to the real truth. The way it works is that if you can get someone comfortable enough and keep them talking long enough they will devolve all the information you need. They will slip up, so to speak.
I have found that when I can get someone talking long enough and I listen good enough they will almost always tell me what their problem is and what I need to offer them for them to buy. They will also revile what they most common objection is going to be so I have the rest of the presentation to get over it and simple only show them the right solution. When you build rapport right you are no longer a sales person, you become an educated adviser of your product or service. That is when you have no resistance selling or should I say buying (smile).
Watch This Video with master salesman Tom Hopkins.
http://www.youtube.com/watch?v=hX5mEu7BznE
Sam Stone
AutomaticLifestyle.com
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Good story. I thik many salesman under estimate the value of the opening. Everybody enjoys the idea of being able to do a heroic close. Saving the day on the last lines. The opening, sets the whole tone of the pitch, and if done well, makes closing infinately easier. Hey just my 2c...