Download Consultative Closing: Simple Steps That Build Relationships by Greg Bennett PDF

By Greg Bennett

Usually, revenues pros utilizing a consultative strategy are afraid to take advantage of normal, strain- crammed techniques to ultimately shut a sale. fearful of harmful the connection they have nurtured, they unrealistically wish the sale will shut itself...which hardly, if ever, occurs. "Consultative ultimate" presents the answer, breaking apart the ultimate method into small, actionable steps that aid the salesman achieve slow buy-in and identify a long term operating courting along with his or her customer. this can be an vital advisor for consultative revenues pros who need to make the sale, and continue their buyers.

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Sample text

And they ask you those questions that make you feel like such an idiot. ‘‘So, Mr. ’’ the salesperson asks, assuming that everyone MUST know this stuff. ‘‘Uh . . 60 . . or 70 . . you know . . ’’ So we go through these various sales presentations, and then we come to the end, when someone has to do something. ’’ Hell, I don’t know. I don’t even know what my U-factor is and you want me to tell you what we’re supposed to do next? Why do salespeople always ask that question of clients? Clients aren’t the expert—the salesperson is the expert.

Or 70 . . you know . . ’’ So we go through these various sales presentations, and then we come to the end, when someone has to do something. ’’ Hell, I don’t know. I don’t even know what my U-factor is and you want me to tell you what we’re supposed to do next? Why do salespeople always ask that question of clients? Clients aren’t the expert—the salesperson is the expert. ’’ Anyway, back to windows. All the salespeople from all the window companies pretty much had the same process (the typical two-step process): • They asked if we’re ready to go now.

My wife Rosemary and I were considering putting replacement windows in our home. Because we have a pretty big, older house, we knew it was going to be a monster project. It was around September, and we were planning to have them put in just before spring: maybe February or March of the following year. We called several window companies we’d heard about or had been referred by friends, and we had them all drag their sales kits out to our home to talk to us about buying their windows. I don’t know whether you’ve ever been through this process, but it’s entertaining if nothing else.

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