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Guest post by: Patricia Weber Become an Author

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It’s not a secret that selling involved several parties: at a minimum the seller and the buyer. In the USA crime stoppers is a philosophy of partnership between community, media and law enforcement because someone other than the criminal can solve the crime. When a salesperson is aware of such a partnership is selling, stopping a sales crime, can bring in revenue.

Reluctance to get involved. Are you getting your clients involved enough? How about getting them involved to the degree you build the bridge from unknown to known? I like to involve my prospects early on because it is when we each have the most success. With a complimentary session, the prospect experiences me, my service, my style. They get to know, like and trust me and that gets them over the bridge from unknown to known. It’s similar to the puppy dog sales closing technique except for both me and the prospect: we each get to hold, pet and decide if we are right for each other. How can you overcome your prospect’s reluctance to get involved?

Going the sales trail alone. Whether online or in-person networking you deepen relationships with people you identify as prospects and connectors. Keep in mind to also continue to deepen your relationship with past customers. In a down economy, it’s often the referral of you and your product or service that stops the crime. You can either ask for a referral or have a positive and strong enough effect that someone will refer you. You can be the one who comes to mind when hearing about your need, prompts someone to refer you. More studies bear out: people buy on referral at least seven to nine times more easily. You don’t have to go it alone.

You don’t ask for the decision. I’ve done this on rare occasions. Why only rarely? My perspective is if I have followed the science of selling, then I owe it to myself, having earned the right, to ask for a decision. When I don’t ask, it’s usually because I’m not so confident I’ve done everything. My preference is to get a no and then figure out where to go from there with the customer.

NOTE: All selling crimes center on you; some center on the customer. Certainly there are more crimes that need to be stopped but with these particular crime stoppers more controllable on the salesperson’s side, you will more quickly get sales results – a definite edge in a down economy.

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