Qualifying vs. Closing the Sale
The Art of effective question asking (qualifying) determines the effectiveness and the success of the "close".EXAMPLE: Let's assume you're a candy sales rep. You sell both chocolate and non-chocolate candy. I'm your potential customer. You know nothing about me but you're trying to sell me chocolate candy. You proceed to tell me how great the candy tastes, how exquisite the texture is, how incredible the quality of the chocolate is, and, by the way, how affordable this candy is because your company is doing a promotion on this outstanding chocolate candy.
However, you don't sell me a single piece of chocolate candy. WHY?You assumed I liked chocolate candy and I would buy it based on the information you provided. But the most important thing you forgot to identify or ask me is "do you like chocolate candy?".The answser is "no, I hate chocolate candy?". But since you never took the time to understand me as your potential new customer, you lost today's sale and future sales a well. Better Approach: I'm still the customer, you're still the candy sales rep.
You're still promoting chocolate candy. The difference is - upon meeting me and establishing a rapport, your first question might be:"Do you like chocolate candy?".My response "no, I never eat chocolate candy".Your response "you never eat chocolate candy, why?".My response "because I'm allergic to it". QUESTION: Do you believe it would make any difference to me, the customer, how the chocolate looks, tastes, is processed, or even how affordable it is? Your answser should be "no". However, just because I don't eat chocolate candy doesn't mean I don't know a number of other people who love chocolate candy. Also, you sell hard candy not just chocolate candy, so maybe the next question would be:"Do you eat any kind of candy?".My response "occasionally".Your response "when you say occasionally, how often is that?".My response "2 to 3 times per month".Your response "when you do eat candy, what type of candy do you eat?"My response "hard-type, mint candies".Your response "have you ever tasted our incredible hard, mint candies?".
GET THE PICTURE? "Its all about asking, not selling." Once you have identified what's important to me, the customer, you have positioned yourself to sell me what I want - not what you have..
Teri SamuelsAccomplished sales trainer, recruiter, manager, and consultant. Currently co-owner of United Sales Training , a company developed out of necessity to help individuals and companies understand the importance of effective selling and communication skills, through the introduction of personalized selling tools focused around the "keep it simple" approach. Follow our "tried and true" system and we'll guarantee the results.unitedsalestraining.comtsamuels@unitedsalestraining.comTen Tips For a Healthy Halloween
Does Halloween signal the starting of a whole season of unhealthy eating for you? The Halloween candy is out and we buy early for the best selection. Then it's in the house calling our name, and we eat some of it (or all of it?) before the day arrives! After the trick-or-treat event, we have leftover candy in the house. And the next thing you know, it's Thanksgiving and that starts the whole holiday feeding frenzy until New Year's! Don't tear your hair out! Here are 10 tips to survive Halloween in a healthy way and head into the holiday season on a better note!If you'll be handing out candy to trick-or-treat visitors, consider buying candy that you don't even like. That way you'll be less likely to eat it.Get candy that isn't too high in fat and calories, such as lollipops or peppermint patties or hard candy.Buy your candy at the last minute. This serves three purposes: you won't eat a bunch of it ahead of time, you'll probably get a better price because it will be marked down, and you...
Ten Tips For a Healthy Halloween
Candy > Ten Tips For a Healthy Halloween
Make Your Own Sweets With a Candy Mold!
Candy molds make candy making easy! With only a few basic tools, you can make candy that looks professional and exquisite, as if they came from any of the finest specialty shops.For chocolate lovers, you can find a chocolate candy mold of practically any design. You can make chocolate hearts, chocolate eggs even chocolate Christmas trees!
Holidays and special occasions are only the beginning. Think of the gift baskets you could give to friends! Who wouldn't be pleased to receive a basket of beautiful fine chocolates!Nothing is more delightful than a clever sucker. All you need is a hard candy mold and a little time in the kitchen, and it's easy to make a batch of creative sweets. These are especially popular with the children.With candy molds, you can make treats for any occasion, at a fraction of the cost of buying them from the store, and have a lot of fun doing it! It's amazing how satisfying it is to see the work of your own hands turn out so beautifully.Candy molds are...
Candy > Make Your Own Sweets With a Candy Mold!
Replacing Your Lost Wedding Ring
Imagine it's Halloween evening and you've just gone to the door to greet another eager child with your big bag of trick-or-treat candy. You look down at the grinning costumed child with a smile and share some kind words as you throw a generous handful of tasty treats into his bag.After the happy child leaves, you plop back down on the comfy sofa and continue watching your favorite TV show until you decide to go into the kitchen for a snack.Just as you're reaching for the milk, you realize with horror that your wedding ring is gone! In a panicked state you search the whole house for the ring, but find no trace of it anywhere. After retracing your steps, you realize that the last time you saw your ring was right before you handed out the candy to that little boy with the adorable costume on.My gosh! You've just given your precious wedding ring to a 7-year old boy without a clue as to who he is or where he lives.Maybe this sounds far-fetched but a similar incident recently happened to a...
Replacing Your Lost Wedding Ring
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Qualifying vs. Closing the Sale Candy ringtones
Ninety Percent of Business Cards Get Dumped Because of Poor Planning
Springfield, MO (ContentDesk) September 1, 2004 -- Many entrepreneurs waste money on poorly designed business cards and as a result, 90 percent of them get dumped. That's according to Chris Brunner, President of GreatFX Business Cards (http://www.greatfxbusinesscards.com), who has just published a free guide, "Unforgettable Business Cards," to stop the waste and help businesses use their cards to generate more profits."Most business...
Ninety Percent of Business Cards Get Dumped Because of Poor Planning
Candy > Ninety Percent of Business Cards Get Dumped Because of Poor Planning
A Happy Christmas for Food Allergy Sufferers
(ContentDesk) October 24, 2005 -- Christmas is normally a difficult time of year for food allergy sufferers. While everyone else is overindulging and tucking into an array of Christmas treats, food allergy sufferers usually have to stick to a regime of doing without.The new online food service, www.wheatanddairyfree.com, launched in April of this year, stocks nearly 400 products for people with food...
chocolate
Candy > A Happy Christmas for Food Allergy Sufferers
Diamond Promise Ring ? An oath of adherence
Diamond promise ring is a promise to love, cherish and commitment for ever.
It is given before an engagement date as a promise to be married at a later
future date, without breaking the rule of promise while accepting the
diamond promise ring. The promise ring should be appealing and unique as it
is a start of your new relationship with a name and a future of your promise
given when presenting a diamond promise ring.
It is ideally given when two...
Candy > Diamond Promise Ring ? An oath of adherence
Five Ways to Judge Your Car Stereo Speakers
Car stereo speakers are very vital for an efficient car audio system. Car speakers are unique in that they are designed for reproducing sound frequencies. You can evaluate your car stereo speakers on the following criteria:
- Frequency response of the speakers should be higher and wider for better sound capturing and reproducing
- Efficiency of the speakers determines the distance sound will travel and is measured in terms of decibels, the higher the better.
- For playing your system...
Candy > Five Ways to Judge Your Car Stereo Speakers