Mark Halton gave me four tips to closing the sale:
Because
Giving a simple ‘because’ is often enough to convince someone. “Can I please push in front of you because I have to get this job done”.
People Say
Referrals are the most powerful sales tool. “People say that after a month of using it, they couldn’t go back”.
That’s enough
Always identify the next step. “That should be enough information for you to make a decision”.
The winner takes all
You only need to be a nose ahead to win (or a nose behind to lose).
10 July 2007 at 11:56 am |
Fair and reasonable but how about an analogy for the inability for Kiwis to A) ask for the sale to close and B) deal effectively with the word “NO”, as a smart man once said that – selling starts only when you hear the word “NO” the rest is just order taking.
Find me a good Kiwi B2B sales person that gets the difference between retail sales and true business sales and I have a job waiting for them!