Increase Closing Opportunities by Watching your Customer.
Increase Closing Opportunities by Watching your Customer.
In general, when a customer is considering your proposal, weighing up the pros and cons, there is a certain amount of emotional energy being expended. When the customer has made the decision - either for or against your proposal - the tension disappears and the customer relaxes. If you are paying attention, you will hear a soft sigh of relief that the decision-making is over. Shoulders may slump, and body relax into the chair.
Stop whatever you are doing or saying and ask for the order.
When customers are very interested in your product or service, they may do or say some of the following.
-Touch or stroke the product.
-Pick it up and hold it.
-Glance at it frequently.
-Smile at it.
-Ask lots of questions about it.
-Ask for details of installation or delivery.
-Ask about payment terms, or warranties.
-Shift from saying "you" to "us".
-Restate product benefits, or how they expect it will solve a problem.
These behaviors may be unconscious signals that the customer is ready to be closed. You should stop what you are doing and go for the close. Often you will get their agreement. Sometimes your attempt to close may be premature, but by asking for the order, you will flush out the remaining objections.
Body Language and the Close
There is a certain amount of drama associated with closing the sale. It is the moment you and the customer both know is coming. It is the climax of your interactions; ideally it is the result of increasing momentum and sense of urgency that has been building during the sales process.
When you respond to a buying signal by asking customers for a commitment to buy, they experience a mild rush of feelings, which usually causes them to cast down their eyes. When that happens, they must know without a doubt, that when they look up, their eyes will meet yours, unwavering, expectant, and deserving of a straight answer. It may nor be the answer you want, but you will get an answer. If your eyes are not there, the customer is off the hook, and does not have to give you a straight answer.
Increase Closing Opportunities by Watching your Customer - To learn more about this author, visit John Brennan's Website.
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It is easy to talk yourself out of a sale by going on well after customers have made up their minds. By talking too much you may trigger an objection, give them time to retract their decision or simply run out of time to get a firm agreement. Missing a buying signal does not exactly impress a customer with your responsiveness, either.
In general, when a customer is considering your proposal, weighing up the pros and cons, there is a certain amount of emotional energy being expended. When the customer has made the decision - either for or against your proposal - the tension disappears and the customer relaxes. If you are paying attention, you will hear a soft sigh of relief that the decision-making is over. Shoulders may slump, and body relax into the chair.
Stop whatever you are doing or saying and ask for the order.
When customers are very interested in your product or service, they may do or say some of the following.
-Touch or stroke the product.
-Pick it up and hold it.
-Glance at it frequently.
-Smile at it.
-Ask lots of questions about it.
-Ask for details of installation or delivery.
-Ask about payment terms, or warranties.
-Shift from saying "you" to "us".
-Restate product benefits, or how they expect it will solve a problem.
These behaviors may be unconscious signals that the customer is ready to be closed. You should stop what you are doing and go for the close. Often you will get their agreement. Sometimes your attempt to close may be premature, but by asking for the order, you will flush out the remaining objections.
Body Language and the Close
There is a certain amount of drama associated with closing the sale. It is the moment you and the customer both know is coming. It is the climax of your interactions; ideally it is the result of increasing momentum and sense of urgency that has been building during the sales process.
When you respond to a buying signal by asking customers for a commitment to buy, they experience a mild rush of feelings, which usually causes them to cast down their eyes. When that happens, they must know without a doubt, that when they look up, their eyes will meet yours, unwavering, expectant, and deserving of a straight answer. It may nor be the answer you want, but you will get an answer. If your eyes are not there, the customer is off the hook, and does not have to give you a straight answer.
Increase Closing Opportunities by Watching your Customer - To learn more about this author, visit John Brennan's Website.
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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