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How To Sell In Today's Tough Markets
Terry
Edwards |
Best selling ebook,
by Terry Edwards, Founder and CEO of Direct Selling
Masterclass Sales Training UK......
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Item Name: How To Sell In Today's Tough
Markets
Author: Terry Edwards
"Did you know that over 80% of buyers
are better at closing a sale than the salespeople
themselves?"
Have you ever left a sales presentation with a feeling that
you've just bought? You've bought the "stall", the excuse or
the "think it over". In other words, the buyer has done a
great job in selling to you!
You may have invested considerable time and effort on the
call; you've provided the solution to the buyer's problems;
you've given a great product presentation and you've offered
the keenest price. The prospect has listened intently and
shown interest throughout. But, when you tried to close the
sale, he popped out some lame excuse and sold you the stall!
Unpaid consultancy at it's highest level!
You know it's a stall - you've heard it hundreds of times
before from other prospects - and yet you just could not
find a way around it to close the sale. It may be "I'll get
back to you" or "I'll think it over for a few days". However
justifiable the words - it's a still a stall.
Are you subconsciously a "professional stall buyer"?- So
used to hearing stalls that they're no longer a surprise?
When the buyer say's "I'll think it over" do you feel that
you have to accept it? If you do, you are not alone! Sellers
become conditioned by astute buyers into accepting their
stalling tactics, and they believe (quite mistakenly) that
there is no way around this situation.
Most sellers tend to do one of two things after they leave a
call that hasn't been closed. They will either justify the
no-sale as "not in the market" or "couldn't afford" or
anything else that sounds plausible and lets them (the
sellers) off the hook.
Or they'll get mad because they know they've been sold to -
but, they don't know where or why it went wrong.
"The stall came out of the blue, right at the end when I
expected them to sign up....."
"Everything had gone so well and we got on famously...."
"I gave that call everything - I don't know how I could have
lost it...." etc etc.
To
read more about How To Sell, go to Close-That-Sale.com ............ |
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