What traits are most common amongst the best sales people?
Researchers for the Behavioral Sciences Research Press studied sales production for more than 25 years. Their work revealed that most successful salespeople share two characteristics.
(1.) They contact more prospective buyers than less successful salespeople do.
(2.) They ask for the order more often than less successful salespeople do.
Sounds simple enough, right? Surprising Research Findings:
46% of salespeople ask for the order only once before giving up
24% ask twice before they shy away
14% give it a third try
12% are brave enough to ask a fourth time before they quit
So what is the secret to achieving MORE sales? The same study revealed that 60 percent of all sales are made after the sales person asks for the order five times or more.
How to Ask?
Begin with a trial close. After you explain facts and benefits of your product or service, you can ask:
“How does that sound to you?” (This is the 1st time asking for the sale.)
The second time you ask can be another trial close, such as
“Am I going in the right direction?”
More Ways to Ask
“Do you want make a strong offer or a more probative one?”
“Would you prefer I construct an offer based on cash or will you be financing?”
“I think you’ll love this neighborhood’s location. Shall we talk terms of your offer?”
Marketing studies have found that except for customers calling specifically to place the order – only 3% of prospects actually make an offer to buy. The remaining 97% wait for you to ask them to buy!
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