I Want To Hold Your Hand
I Want To Hold Your Hand
After you lose control of your customer they are in the hands of their friends (who usually advise them to “wait”) or the media who preface all of their expert sound bites with “During these tough economic times...” How do you combat these external influences, other than holding your prospect’s hand until the sale is made?
Part of your sales presentation must include the use of an “Evidence Manual” or “Proof Statement” binder detailing reasons why people similar to them are buying, expert opinions, supporting statistics, and facts that will dispel their fear. You need to provide supporting arguments about how putting off a decision can be a bigger risk as they may miss timing the market.
Give them handouts to take home to review that will keep their level of enthusiasm to buy where it was once they left the sales office. Have a list of web sites and publications for them to research that will support reasons to buy. These are also good materials to raise your level of confidence and enthusiasm. The most important ingredient is personal contact quickly and regularly without being too obnoxious or pushy. Start your conversation with “the reason for my call is that I forgot to tell you something when you were here”, “let me review some of the features with you”, or inquire if they had a chance to review your materials and research your product. Take the curse off of the call AND the purchase, and overcome excuses AND objections.
I Want To Hold Your Hand - To learn more about this author, visit Gary Silverman's Website.
Like this article? Share it with your friends
Top producing, professional sales people are telling me that they are working harder than ever, and getting poorer results. This isn’t news to you as you probably are experiencing the same thing. These sales people are likable and engaging, easily gain the confidence of their prospects, have superior product knowledge, get positive feedback about the benefits of their products they sell, are skillful qualifiers, and ask for the business. The problem is, if the prospect doesn’t commit while with the sales person, their enthusiasm to buy goes to zero once they get home.
After you lose control of your customer they are in the hands of their friends (who usually advise them to “wait”) or the media who preface all of their expert sound bites with “During these tough economic times...” How do you combat these external influences, other than holding your prospect’s hand until the sale is made?
Part of your sales presentation must include the use of an “Evidence Manual” or “Proof Statement” binder detailing reasons why people similar to them are buying, expert opinions, supporting statistics, and facts that will dispel their fear. You need to provide supporting arguments about how putting off a decision can be a bigger risk as they may miss timing the market.
Give them handouts to take home to review that will keep their level of enthusiasm to buy where it was once they left the sales office. Have a list of web sites and publications for them to research that will support reasons to buy. These are also good materials to raise your level of confidence and enthusiasm. The most important ingredient is personal contact quickly and regularly without being too obnoxious or pushy. Start your conversation with “the reason for my call is that I forgot to tell you something when you were here”, “let me review some of the features with you”, or inquire if they had a chance to review your materials and research your product. Take the curse off of the call AND the purchase, and overcome excuses AND objections.
I Want To Hold Your Hand - To learn more about this author, visit Gary Silverman's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
|
To learn more about the Evan Elite Author Program please contact us. |
 | |
|  |
Subscribe to Gary's articles
 | |
|
|  |
 | |
|
| |
 | |||||||
|
 | ||
 |
||
 |
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 SEO Today Residual Income Manners, Positivity, Heroics Create A Mission Statement Hiring An SEO Expert |
|
 | ||
 |
Top 50 Productivity Blogs
Top Blogs To Watch In 2008 | |
 |
Top 50 Blogs For Startups
Top Blogs To Watch In 2008 | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
| ||||||||||
|
| ||||||||||
|
|
||||||||||