Frank Furness
Sales & Marketing Tips
Hi, this is Frank Furness with Sales and Marketing Tips. We will be bringing you a number of new tips on how to find new business, how to prospect, how to close more sales.
How many closes do you know? Now, there are many, many closes, and the more you know, the better it is for you. It's almost like having a bag of golf clubs; picking out the right one at the right time.
The one we would use most of the time is the assumed close; we just assume they are going to buy and we start completing the application forms.
Another one is the alternative choice. Would you like to pay by cash or credit card? Would you like delivery on Tuesday or Thursday? Whatever they answer, they are buying.
One that you can use with very analytical clients; if I am seeing a financial directive or an accountant, I would say to them, Mr. Jones, you think very analytically, most probably you would draw up a balance sheet. On the one side you would put all of the reasons for buying our product or service. On the other side all of the reasons you shouldn't be buying it. If there are more reasons for, you would go ahead, if there are more reasons against, you wouldn't go ahead. So let me start by looking at all of the reasons you should go ahead and do business with us. You have got to know at least ten reasons and you would write them down.
Now you would say to him, let's have a look at all of the reasons for not going ahead. And you keep quiet, because you are not going to help them. Normally you wouldn't come up with more than about two to three objections. But in that, you will find the real hidden objection.
When you find out what the hidden objection is, you can overcome the objection and close the sale. It might be, I am not the final decision maker. It's outside our budget. But you didn't know that before, what this is going to do is help you find out what the real hidden objection is.
By the way, go to my website, www.frankfurness.com, and on the front page is 39 power closes that you can download.
Thanks so much for watching the video, and as a little gift, please go to frankfurnessresources.com/downloads, and there are a lot of free e-books, a lot of software, all yours for free, for just watching the video. So remember that again, www.frankfurnessresources.com/downloads.
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