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How to Become a Financial Closer - Medical Sales Training

Guest post by: Brian Sullivan

Article Overview: Presenting the financials in a sales presentation can be a successful component of your presentation if you follow these recommendations.

How to Become a Financial Closer - Medical Sales Training

Weekly Motivation

April 6, 2011 How to Become a Financial Closer

What is the favorite part of your sales presentation? If you said, "Presenting the cost and then closing the deal" then you are a rare breed. Fact is, most salespeople truly enjoy finding a prospect's needs and then presenting the solution. What most don't love is then delivering the cost. But to be a top performer you need to be as smooth in your financial presentation as you are with your features and benefits. The tips below will make you an effective financial presenter:

• Don't change your body language. If you show reluctance and hesitation to deliver the price, the prospect will show the same.
• Remain "slightly indifferent" in your posture; which means they should sense you truly believe the value you presented is far greater than the price on your proposal, but if they don't feel the same way, you're fine with it. This will keep the walls of resistance down.
• Try this phrase to move you out of the solution presentation and into the financial. "Let's see if it makes financial sense." This tells the customer that they are still in control. And in return, they will be more honest in their feedback.
• Be willing to walk away...but only if you care about your margin! Remember, professional buyers are trained to ask you for a discount a minimum of five times. Average salespeople buckle after the first request.

This week, work on making your financial presentation more PRECISE. By being as smooth with your "close" as you are with your presentation, you will have found the formula that makes salespeople famous in their industry.

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Article Tags: insurance sales training, sales and marketing sales training



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