Virden Thornton is the founder and president of The $elling Edge, Inc., offering professional salescoaching in sales, customer relations, sales management training and professional sales training coaching. Virden is the author of 101 Sales Myths and Building & Closing the Sale.
Closing is the logical conclusion of a demonstration of your products and services in a professional sales presentation. Make certain that you ask enough open-ended questions to know for certain that you are applying the correct solutions to the exact problems and needs you have uncovered from your questioning. Through this process, the answers to your questions should give you all the levers you need to create a sense of urgency in your prospects.
Urgency can also be created when prospects can take advantage of special pricing on packages or bundles of products for a limited period. Make certain that all special offers or time constraints are pointed out to your prospects so that they can feel the need or urgency of making a decision today. If service charges will be increased or interest rates will change soon, use this information to set the stage for a positive and timely buying decision.
You can also create urgency by asking your prospects how much it will cost them not to take action today. If a suggested product will help them make money or avoid losing money, show them exactly what it will cost them to leave this problem unsolved. Also show them the pitfalls of trying a “do it yourself approach.” Often from this vantage point, prospects will be able to overcome the natural reluctance to making changes and move forward with a favorable decision.
If your prospects are still reluctant, ask them about their concerns or reasons for not moving forward on your suggestions. Often a person just needs to verbalize why he feels the way he does to see that his concerns have little or no foundation in reality. To assist your prospects, write down each concern and then weigh or compare the reason to wait or postpone a decision against the benefits of taking action now. If you have built trust with your prospects, you can act almost as an independent consultant might act to help them “weigh” what would be in their best interest. It’s always best to have all the reasons for reluctance to proceed out in the open so that they can be addressed, minimized, and new positive reasons given for taking action.
- Related Videos
- Related Articles
- Ask / Related Q&A
The Power of Persuasion in Negotiations: The Battle Plan
By: michael bahian | 15/11/2009Learn the power of persuasion to win negotiations in sales and marketing and you can get all you want. Also learn how are you going to create a battle plan before engaging in negotiations.
The Power of Persuasion in Negotiations: The Battle Plan
By: michael bahian | 15/11/2009Learn the power of persuasion to win negotiations in sales and marketing and you can get all you want. Also learn how are you going to create a battle plan before engaging in negotiations.
The Marvelous Charm of Gucci Watches
By: aaryn | 14/11/2009available to the public, continually wowing watch fanatics and fashion enthusiasts with every new style it produces. With such a wide variety, there is a design for both women and men to benefit from.
Your FREE ticket to affiliate marketing success..
By: sam | 14/11/2009There are really three things to check off your list before you should try to sell to your customers.
Easy Money Instant Pay - Working From Home
By: camilynn123 | 14/11/2009The Season of friendliness is nearly upon us again and for many this assemblage the goose hasn't got rattling fat. The thought of airing the assign card on it's annual "max out" shopping spree is enough to beam shivers down the spine especially considering the fact that you are probably still paying for last years and modify the assemblage before lasts extravaganza.
Different Versions of Rolex GMT-Master II
By: ArthurAllenlin | 14/11/2009The ceramic bezel in most of the current models is black. However, Rolex is working on introducing twin colors on the ceramic bezel.
Different Versions of Rolex GMT-Master II
By: ArthurAllenlin | 14/11/2009The ceramic bezel in most of the current models is black. However, Rolex is working on introducing twin colors on the ceramic bezel.
Vacheron Constantin Malte Series pushes the new century, a new master watch
By: ArthurAllenlin | 14/11/2009With a tourbillon, perpetual calendar and time display two remarkable features such as watches, clocks and watches are all you many years ago by the master, relying on experience in finding out results.
Converting Sales Training Into Sales Success
By: Virden Thornton | 04/11/2007 | SalesThe goal of all sales training is not just to teach solid selling principles and techniques, but to actually help participants increase the number of new accounts (products and/or services) they sell and improve their multiple sales ratios.
"cold Calling is Dead" is a Lie!
By: Virden Thornton | 04/11/2007 | SalesThe notion that cold calling is officially dead is a complete lie. Learn why when used in combination with other selling tools, cold calling can be an effective strategy for your business.
Breaking Through the Comfort Zone Barrier
By: Virden Thornton | 04/11/2007 | SalesDuring an effective professional sales presentation, you must break through the comfort zone barrier in order to be successful and close a sale. Set your goals and program your mind for success through positive affirmations and positive attitudes.
Having Baditude in Professional Sales
By: Virden Thornton | 04/11/2007 | SalesAs you lead your sales team, what messages are you sending to them about the professional sales process? Do they know that you believe in and personally use the sales tools that they must master to succeed? Are they able to use your example as a springboard to staff professional sales success? It really is your extended shadow that controls how well your staff performs their professional sales duties.
A Proven Professional Sales Strategy: Just Ask!
By: Virden Thornton | 04/11/2007 | SalesInstilling urgency in a prospective customer can make the difference between achieving a professional sale and losing it altogether. If your prospects cannot vividly see personal benefits from taking action, there will never be the sense of urgency needed to follow your suggestions.
Active Listening: a Key to Professional Sales Success
By: Virden Thornton | 04/11/2007 | SalesActive listening is a two part professional sales process that builds trust in your prospects, customers or clients and helps them to become more focused and candid in their response to your questions. The following list outlines the activities that make up active listening skills in professional sales.
You Gotta Sell yourself
By: Virden Thornton | 04/11/2007 | SalesPeople want to do business with people that they like and trust. The problem is that in many industries today’s sales and customer contact personnel fail to understand or just ignore this vital principle in their promotional activities.
What’s Better Than “word-of-mouth”?
By: Virden Thornton | 04/11/2007 | SalesYou will agree there is nothing better than to get a word-of-mouth referral from a satisfied customer or client. These leads usually come to you at no cost and with little or no effort on your part. A referred prospect is easier to please and quicker close. Referral leads generally buy more and will often refer you to another prospect in the future.