Hi there, I was wondering if you have ever run into a situation where you have met with a client, completed your selling process and all thats left is to simply ask for the business. Suddenly that sensation of having an apple caught in your throat and that sick feeling came up from the pit of your stomach. Has that ever happened to you?
I have met many Principals in business who emphatically ask me if we have material that teaches people how to simply ask for the business. I emphatically say "YES". I want to share with you a simple yet very effective way to avoid conflict in closure.
First, let's understand what is happening. At this point in your process it all seems to be going smoothly but for that nagging feeling you have inside. What is that? It is simply a fear of rejection. Many sales reps are very relational and equate acceptance of their product to be an acceptance of them. Consiquently a rejection of their product may feel like a rejection of them.
There is an answer to assist you the sales representative in this most gruelling of places. Offer options instead of ultimatums. Options are solutions offered to answer the clients expressed needs. The client may chose a solution that fits their immediate need or perhaps an upgraded solution that they can grow into. Either way, they chose the option which allows them a greater sense of ownership over their purchase and allows you the representative to have the satisfaction of a sale completed with ease.
If this is an issue you are dealing with in your sales effort, please don't hesitate to ask.
Enjoy!
Conflict Of Closure - To learn more about this author, visit James P. Burgess's Website.
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Dianne Crampton
Dianne Crampton is an Executive Leadership Coach and Team Building Consultant and creator of the TIGERS team development model. For the past twenty years she has helped leaders and teams achieve goals with high levels of collaboration and teamwork.
Crampton is a published author. Her contribution to Working Together: Diversity As Opportunity was endorsed by Stephen Covey. She has written for trade magazines. Merrill Lynch nominated her business for Inc. Magazine’s regional small business and entrepreneurial awards. Her work with Native Americans was recognized at a United Nations sponsored conference in 1994.
The TIGERS model passed two rigorous validation studies in 1992 and 1994. The TIGERS Survey is able to measure and track team development over time.
Dianne is also the creator and distributor of the TIGERS Team Wheel game. This game helps groups identify behaviors that build collaborative groups and behaviors that cause conflict, morale problems, production failures, and misunderstandings.
For more information, or to subscribe to TigerTracks, a free monthly leadership and team newsletter go to http://www.corevalues.com - Visit Dianne Crampton's Website |
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The Evan Elite Authors program is currently in beta phase. For details please contact us.
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James P. Burgess
(Visit James's Website)
Principle Bio:
James Burgess has always been active in
the development of people. Married with 2
children, he believes in the power of
strong relationships, communication and a
passionate commitment to a bigger vision.
With over 22 years of business and sales
experience and a formal education that
includes counseling, James carries a
no-nonsense approach to equipping people
for the marketplace. James presents a
powerful service to affect positive life
change for professional results. Authoring
sales ethics and professional mentoring
programs for both new and experienced
entrepreneurs and their staff, James has
been able to achieve strong positive
results where traditional means and
motivations have not. James brings great
passionate creativity and strategic
forward thinking to his clients and
community. With this in mind, we know you
won’t be disappointed.
Personal values:
“A celebration of life, with a positive
attitude of love, expressing itself in
liberty, with a constant pursuit of
progress”
www.infusi
onculture.com
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