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The Sales Buzz Issue 83 - Old direct sales closing technique that works in today's market
July 28, 2010
Thank you for subscribing to The Sales Buzz the Free Sales Training Newsletter and Magazine for all sales people, small businesses owners, and sales managers.
In this week’s Sales Buzz!
A sales closing trick from Direct Sales that you can adapt for your customers and products. With a bit of changing to its use you can convert prospects that you thought were lost, into paying customers.
Scroll down to see more on the Sales closing technique...
Also in this edition of The Sales Buzz:
There is one really important sales job interview preparation question that you must consider or your whole interview could be a waste of time. Many candidates prepare the wrong information, and present the wrong evidence at interview, because they don't consider this one important question.
Scroll down to see more about the One important sales interview preparation question...
We look at sales and marketing stories in the news from around the world.
Main story this week:
Could Microsoft's new virtual boy spell the end for call center workers Take a look and consider where his could lead...
See more on this story at Sales News from around the world...
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Needs-to-Close-Chains is an effective sales training tool.
You can use it to prepare a sales pitch or presentation or train yourself and others on selling a new product.
It's also a really effective self motivation technique for getting into that top selling state between sales appointments.
If you like what you see here be generous to your friends and colleagues ...and me.. and pass on this newsletter.
If you know someone that could benefit from this free sales training please feel free to send them the newsletter, or the Need-to-Close Chains sales training tool.
In the early days of my sales career I sold just about everything you could sell in Direct Sales to the public, and some of the companies I worked for were less than ethical in the closing techniques they used.
Direct Sales was less regulated then and nowhere near as professional as today.
But I do know some of the trick closes, persuasive or even bullying tactics, and manipulating the buyer into agreeing to a sale, still go on today.
These hard sell sales closing techniques were usually found where the aim was for a one-off sale and the salesperson never saw the customer again.
One particular close was used when the sales person had done everything they could to close the sale but still could not get the prospect to say yes.
At this point the salesman would make an excuse to phone their sales manager. They used reasons such as: It’s company procedure, or a health & safety policy so they now I have left the appointment (especially believable if it was a sales woman working in the evening.
A lot of the time it wasn’t the sale manager that was phoned but a colleague, another sales person. The sales manager would build a quick relationship by aligning themselves with the sales prospect and alienating the sales person. That’s an important part of this sales closing technique.
Then the manager would lead the conversation to a sales pitch disguised as a caring customer service conversation.
This technique has great benefits
This sales closing technique has some really great benefits, but you will have to make it more professional and customer friendly.
The benefits of this technique:
This technique needs adapting if you are going to use it to best effect, and not upset your customers.
I’ve used it in many different marketplaces and for all sorts of products. If used properly you can make it effective in repeat sales, account management, and of course one off sales.
Learn more about a way to increase your sales with this great Sales closing technique…
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What do you think of the sales closing technique above.
Can you use it, how will you adapt it, and let us know the results.
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Applicants turn up for interview and without considering this preparation question they present all the wrong experiences and skills, and get all the interviewers questions wrong.
There are two types of sales roles and if you turn up at an interview having prepared for the wrong one you have no chance of getting the job.
I’ve been interviewing and recruiting sales people for a long time and each time I do there are always a number of candidates that completely blow their chances by not preparing properly.
They have not considered what type of sales job they are applying for and while their answers and experiences are presented well, they are focusing on stuff I’m not looking for.
See how to prepare for your next sales interview and consider the most important interview preparation question…
The latest news round up from around the world.
Microsoft’s virtual boy – Could this be the future of customer services and call centres.
Could a virtual sales and customer services advisor take over from the millions of people employed in call centres.
Microsoft unveiled their virtual boy, Milo, and while it is still pretty basic you can see where this is heading.
Take a look and consider the implications of the many applications this virtual image could have at Microsoft’s virtual boy…
Jonney Shih, chairman of Taiwan-based PC-maker Asus gives his 5 rules for building a $23 billion company from a start up capital just $300, 000.
See the 5 rules and see if you can adapt them for your business at 5 Rules to build a business.
That's my aim with The Sales Buzz Free Newsletter and with all the selling and career techniques on the sales training website. You can learn sales skills without spending huge amounts of money or ploughing through long boring books.
Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:
To make sure you don't miss out on all the right updates for you get the sales training Blog and you're in control of when you read the latest additions to the site.
The Sales Buzz is the free newsletter for all sales people in all sales roles. If there is a topic you would like to see covered here use the contact form on the website and I'll get the best information, from working sales professionals, to learn sales skills and pass them on to you on this newsletter.
Wishing you the very best with your sales career.
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