SELF DEFENSE IN THE WORKPLACE: Making A Sale The Easy Way

A lot of salesmen out there believe that you have to be pushy to make a sale.
This is not true. You have to believe in what you are selling though. If you
are not selling something you would buy yourself, or want to buy yourself, then
you will not be a GREAT salesmen. You may be a good salesmen, but you'll never
be great. When you love the product you are selling, you show genuine
enthusiasm and support of the product.

You need to know how to lead a conversation. Don't let the customer lead you,
they will take over the conversation and you could lose the sale. The best way
to lead the sale is not by continuously talking and overbearing the customer.
This will scare the off in a lot of cases.

Never overwhelm the customer with a million buzz words and techno-jargin. This
will make the feel stupid, and they will want to leave quickly.

The best way to run the sale, and get your closing is by asking questions.
Normally you would expect that you will be answering questions, but this is
wrong. You only need to ask a lot of questions when you are qualifying the
customer. Here is a summary of how you would sell, say, a computer system.

YOU: Hi, are you buying a computer for your home or office?

(notice that question. you limit their answers, this will help detour the
customer away from just saying "I am only browsing.")

TARGET: I am looking for a computer for my home.

YOU: Is this something you plan on investing in anytime soon?

(notice that you say INVESTMENT and not BUYING. BUYING is a dirty word in
sales. This will make the customer think of the money.)

TARGET: Soon, I hope.

YOU: Have you been looking for a long time?

(notice this question will let you know if the customer has been shopping
around for a while. If they have been looking all over hell and back for a
system to buy, they are tired of looking. This is definately in your advantage
now.)

TARGET: Yes, I've been to a few places.

YOU: How did you hear about us?

TARGET: I live nearby.

(BINGO! That is a BUTTON you can push later. They like the convenience of you
being close by.)

YOU: We have this brand of computer her for, it does this that and the other
thing. Would you like me to write a quote up for you?

TARGET: Sure, that seems like a good system.

Now you write up the quote, and NEVER SAY the amount of the investment. Write
it down on paper, and hand it to them. The price always looks smaller than it
sounds.

Every quote you draw up should have a spot at the bottom which says "We require
a 10% deposit to begin building this system." and a spot for them to sign. Most
people will take a pen and paper when handed to them. They might not sign, but
once they have the utensils in their hand to do so, they will think about it.
Then if you have done your job right you will have a sale. If worste comes to
worste and they appear to be ready to leave. Tell them that if they want they
can leave a $20.00 deposit on the system to freeze the price, because the
computer market fluxuates so much you can not guarantee the price without a
deposit.

As you can see, this is a good system, leading the customer with questions.

Doesn't this warranty seem like a good investment?

Can you see how a well made product is better than a less expensive product?

Is this the computer system that would suit your needs?

Etc etc