Positional Power vs Personal Power; Closing the Sale Tip - Part 1
In the sales process there are two main "forces" going at it- the salesman and the prospect.The prospect is in what we call 'the positional power'. He/she has the authority to give the "ok" for the sale, the prospect is the shot caller. For those of us who work in sales know that dealing with someone who is in the positional power - it's not easy. Especially when more people are involved in the sales process besides Mr prospect (for example the HR director, the Export manager....) then sales process usually drags on. One of the best ways to overcome the person in the positional power is to master the art of your personal power in the sales process. I'm not talking about physical power but your ability to master the art of becoming a better salesman. When you begin to elevate your personal power in the sales process you will find that closing the sale will be much easier and much faster. Three Personal Power tips: 1- Control the conversation: You must be in control of the conversation. There should not be dead moments on the phone. You must be guiding the prospect to where you want him to be. 2- Learn your lines: same lines - different prospect. Assuming that your product and service did not change you should know all of your lines by heart. Here is what I do: I keep my lines posted on the wall right in front of me and when I'm talking to a prospect I read right off the paper. 3- Don't be Afraid of Money! Here is what usually happens: The prospect asks "well how much is it?" and then you start to mumble..."well ..uh..its.." . Speak with clarity, prospects cant stand when the salesman is wimping out, this sends a negative message. What works for me is as follows: "That will be $XXX and you can pay that in 3 comfortable payments..." Part 2 coming soon! Related Articles: Great Techniques For Closing The Sale - Brian Tracy Brian Tracy The Psychology of Selling Brian Tracy Best Deals On All Information Products !
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