Lesson Number Two: How To Ask For The Sale

The next thing you want to think about is how you treat the customer. You want them to feel like they are in the company of a trusted friend. And that's what you are, you are a vessel for the customer getting what he wants, not the other way around he is not a vessel for you to make some money, if you are able to get this one aspect of it right than you can be very successful in sales. The best way to lay down your wares is to show the prospect in a detailed but fun demonstration of how your product can make their lives easier. Than somewhere in between the demo and the close you have to build a healthy sense of urgency, that way you can easily ask for the sale. And when you do close its good to emphasize that you are looking for them to buy now not tomorrow not next week not next year but today. don't beat around the bush at this point. Before you even get into a closing situation you want the customer to thinking about the idea of buying today. Its very important and i can't stress it enough. And you want to make it easy for them to say yes. My old boss i used to work insulation with, would use the gas bill as an easy way to slip the customer into the sale. He would say and if you have a copy of the gas bill, i can authorise the gas company to send you out your rebate. You want to find that easy requirement for your business it can be anything and you can make it up if you have to.

The first lesson: Your strongest weapon

Averages. A good salesman knows that when you enter the field it is now your time to shine. The guy next to you can have more sales than you for the month, but if you know averages you know that you can beat him, just by knocking more doors and sitting in front of more prospects. The name of the game is don't work harder work smarter. If you can find a way to out pace, out close and out all in all out do the next guy than you are going to have to be the first one out of the vehicle and the last one to get in. To just keep banking, is the idea. Now once you have your averages up, now you got to think about a good hook to raise your level of demos, and the best way is to simplify what your already doing. To give you an example, I was working for a man that ran a insulation business and he had a specific way of aquiring the leads. His script at the door was very unique and its very long. But I could see that it was an incredible scripst with some really amzing points, so what i did was take out all the unnecessary jargan and general tweaks and twerks out of the equation and what i was left with was one of the best appointment scripts I have ever seen it was perfect. So simplify, simplify, simplify... And you will succeed.