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Easy Steps to Eliminate the Non-Serious Buyer |
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Quote
of the Week:
"Skill is fine, and genius is splendid, but the right
contacts are more valuable than either." — Arthur
Conan Doyle, Sr. |
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Publisher's
Note:
How
'bout them dawgs?
A bank in Georgia had an interesting way of targeting their
customers, based on how much money they had in their ban account.
If the money was above some arbitrary amount that they had
determined, their ATM receipt would say, "Consider a
low interest home loan..."
If the customers balance was lower, they were pitched on a
car loan, and if it was in the three figures range, the message
read, "How 'bout them Dawgs?" which is a phrase
commonly used by Georgians to laud the football accomplishments
of the University of George's Bulldogs.
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Excerpted
from my book Rules of the Chase.
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Our
call for your business story or sales tip is still open. See
it here.
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Trivia:
This product has been used by hikers, campers and military
personnel since its production in 1891 by the Victorinox Company.
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Interesting
but useless fact: The sentence "the quick brown fox jumps
over the lazy dog" uses every letter in the English language.
This is known as an English-language pangram.
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Commiserate
is the featured word of the week. Find the definition, pronunciation
key, and an example of it used in a sentence at the bottom
of the newsletter.
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WEEK'S FREE DOWNLOAD |
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For
your free subscription to this newsletter, click
here.
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8
Easy Steps to Eliminate the Non-Serious Buyer
by
Rochelle Togo-Figa
You
have enough to do each day without chasing around prospects
that will never buy from you. That's why we're running this
advice from sales trainer Rochelle Togo-Figa - she'll help
you find the right buyers, so you make more money in less
time.
A client was disappointed she hadn't brought in any new clients
in several weeks. She was frustrated she had set up 8 appointments
and hadn't closed one. She had set high expectations and was
upset with the results. We've all been there, so we know how
it feels to anticipate closing business and then it doesn't
happen.
As she and I discussed the situation, several things started
to open up. Although she had scheduled 8 appointments, early
on 2 of the people had canceled and 2 didn't want to spend
the money. These 4 people were non-serious buyers. The good
news was the other 4 were definitely interested.
In fact, one of the people she met liked her authentic sales
style so much that she was invited to attend a party where
she could network with many more potential clients. She may
not have closed the sale on the first appointment as she had
hoped; however, she gained much more. She still had the possibility
of closing this sale and an opportunity to meet many more
potential clients.
It's unlikely you will close most of your sales on the first
appointment. There is an emotional process that people go
through when making a buying decision. People do business
with who they get to know, like and trust. You have to be
patient and willing to nurture the business relationship.
To guide the customer through the sales process and create
a long-lasting business relationship begins by authentically
communicating, being genuinely interested in the other person,
and giving up any attachment you have to the outcome.
As we reviewed her appointments, we looked to see what was
missing that could be put in for the next time. She thought
the problem was she didn't know how to close the sale. That
wasn't the problem. What was missing was doing the preparation
work before the sales meeting to eliminate non-serious buyers.
If she had done the preparation work, those 4 non-serious
buyers would have been eliminated early on.
If you want to be well prepared for your sales appointment
and close sales faster, I have 8 steps to follow that will
move the sales appointment to a sales close.
- Set specific and realistic
goals of what you want to accomplish.
- Go in with the intention
of closing the sale, but let go of any attachment to the
outcome (and how it should look).
- Send a letter or email before
the meeting outlining what will be covered at the meeting.
- Call to confirm the meeting.
At that time ask qualifying questions to uncover their
budget, make sure you're meeting with the decision maker,
and find out how long they've been looking.
- Make a list for yourself
of anticipated questions and responses.
- Make a list for yourself
of anticipated objections and responses.
- Practice your presentation
out loud.
- Practice your responses to the questions and objections.
Golden opportunities are all around us. Sometimes they're
hidden from our view because we think things should look a
certain way and when they don't, we're disappointed. I invite
you to let go of how it should look and turn every challenge
into a golden opportunity.
Rochelle Togo-Figa, the Sales Breakthrough Expert, is the
creator of the Sales Breakthrough System. Visit her website
at www.SalesBreakthroughs.com.
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Reprint
Permission: SalesDog Newsletters may be reproduced
and redistributed in any print or electronic form provided
that "www.SalesDog.com" is indicated as the
source. Distribution on Internet should use a live link
to our site.
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Can
You Read People?
Learn
to read your buyer. Police detectives, professional poker
players and successful deal makers have one thing in common.
They are all experts at reading others. It's a skill which
pays big dividends. Check out the new Watch
and Win ebook here.
Trivia:
This
product has been used by hikers, campers and military personnel
since its production in 1891 by the Victorinox Company.
Word
of the Week: Commiserate verb [kuh-miz-uh-reyt]
- To feel or express sorrow
or pity for
- Sympathize with
Example: After I lost the dance competition, my best friend
came over to commiserate.
Definition
courtesy FindWordUsage.blogspot.com
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YOUR FREE DOWNLOAD HERE |
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Trivia
Answer:
Swiss
Army Knife
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For
your free subscription to this newsletter, click
here.
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Do
the write thing...
I
really appreciate your feedback. I read and try to respond
to all I receive. My email address is Michael@SalesDog.com.
Please send your comments and suggestions directly to me rather
than hitting the reply button or odds are I'll never get it.
Do
The Dog a Favor. If you found this week's advice helpful,
please forward
this page and invite your friends and co-workers who sell
for a living to join the pack.
The purpose of the SalesDog newsletter is to inform,
inspire and challenge you.
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Redistribution
Notice: SalesDog Newsletters may be reproduced and redistributed
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is indicated as the source. Distribution on Internet should
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2701 Loker Ave. West, Ste. 148, Carlsbad, CA 92010
Tel: 760-476-3700 • Fax: 760-476-3733 • Web:
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