Welcome To Cycle  of Sales

Questions?
Call Us:
808-557-7405

Bookmark and Share  

 

 

 

Online Payments
 

Professional Sales, Management & Recruiting Training

Follow us on Facebook!
Credit Cards
Unconditional 30 Day Money Back Guarantee On All Courses!
Discover
Paypal

Home

Customer Log In

Course Info

Help - F.A.Q.'s

Contact Us!

Shopping Cart

Direct Sales Training

100 Overview Of Direct Sales

101 The Basics Of Direct Sales

102 Beginning Direct Sales

200 The Cycle Of Sales

301 Intermediate Direct Sales

302 Whip Objections

303 End Cold Calling Now

304 Secrets To Opening

Sales Management Training

400 Intro Sales Management

401 Beg. Sales Management

Sales Recruiting Training

500 Intro To Sales Recruiting

501 Basics Of Sales Recruiting

Sales Products & Gifts

Motivational Prints

Sales Products & Gifts

Goal Cards Incentive Program

Sales Award Certificates

Custom Demo Tracking Cards

Corporate Logo Wall Decals

Sales & Management Tools

Trade Show Displays

Marketing Graphics Banners

Banner Stands

Goal Motivational Cards

Easel Backs & Table Tops

Free Sales Training

Glossary Of Sales Definitions

The Learning Center

Direct Sales Basics

Direct Sales Basics II

Direct Sales Basics III

Intermediate Direct Sales

Overcoming Objections

How To Get Referrals

Name Based Rapport

Sales Management

Free Direct Sales Information

Free Sales Management Info

Free Sales Recruiting Info

Sales Course Video Previews

How To Give A Sales  Conference

Sales Illustrations

Resources

Recommended Reading

Motivational Quotes

Learning Center

License & Usage

Single User License

Corporate & Multi User  Licenses

Additional Information

Lets Go Banners Web Site

About Cycle Of Sales

Privacy Policy

Legal & Licensing

Affiliate Information

Accreditation Disclaimer

Suggest A New Course

Search This Site

 

 

Direct Sales Basics III

Increasing Your Closing Ratio

Check out our full Course 301: Intermediate Direct Sales

Let’s look at several ways to improve your closing ratio. First, let’s assume you ARE following a sales cycle and USING a carefully crafted sales script. 

Name-Based Rapport

One of the easiest and quickest way to improve your closing ratio is by utilizing Quality
Name-Based Rapport! This is also referred to as 3rd person selling. 

You should know EVERY single customer you work with by name, and know several facts about each customer that will enable you to “tie their name” to any Prospect you approach. For example, where are your customers from (It’s a small world!). What groups or associations do they belong to? Where do they go to church, what clubs are they in, do they have kids, where’d they go to college, what are their interests, etc! Learn as much as you
can. 

Increasing your Closing Ratio by Improving Your Sales Cycle

1) Prospecting

Decrease or even try to get rid of “cold-calling!” 

If you’re finding yourself spending half your week making cold-calls, consider implementing a referral plan (check out my Course 303: End Cold Calling Now)

2) Contact

Very common mistakes made during the initial contact (whether via phone or in-person) include:

 a) Not knowing your prospects first and last name when talking with the secretary. “Hi, can I speak to Jim” is INFINITELY better then “Hi, can I talk with your purchasing agent?”

 b) Not having any credible rapport with the Secretary. Try to know her name ahead of time. All you have to do is ask or get this info from a referral! Even if you get shut down the first time,record her name so you know it next time!

 c) Trying to “sell your product” during the first 5 or 10 seconds in talking with your Prospect versus using lead names to establish interest! 

 d) Failing to go for the appointment once you have the Prospect’s interest. DON’T get cold feet once you have your Prospect on the phone and are getting interest or “buy-signs” from her or him! Go ahead and say, “I’ll be over there on Thursday. Why don’t I stop by around 2pm.”

 e) Failing to try to “sit-down” with a prospect prior to going forward with the Presentation. Remember, your goal of a sales contact is to set the appointment (unless you’re in telemarketing,) and your goal of the in-person contact is TO SIT DOWN someplace quiet where you can gain the Prospect’s undivided attention!

3) Introduction

Buying Atmosphere

Are you letting your Prospect “Off-the-hook?” Are you deflating the pressure? Make sure you’re creating an AWESOME, laid-back atmosphere with your Prospect to ensure that he or she is feeling ABSOLUTELY NO PRESSURE! 

Qualifying

As mentioned in most of our training series, this is where the “Rubber Meets the Road!” Most people stumble with this one (and the procrastination part) and seem to get weak-kneed! 

Make sure you’re adequately qualifying your Prospect, and make certain he or she is VERBALLY responding to you that they are indeed (or not) the person to handle the “call.” Try to avoid like the plague using words like “decision,” “commitment,” “sign the contracts.”

And to help qualify your d.m., tie in your 3rd person names like this: “Ted, over at RR Company is the purchasing agent and he told me this was right ‘up his alley,’ and that he’d be the one handling the project. Is that kinda like it is here? I mean, would you pretty-much be the one who would handle something like this?” (get VERBAL REPLY) Find out more about qualifying your prospect in my Course 200: The Cycle Of Sales.

Procrastination

Just like Qualifying, this seems to be really challenging for most direct sales people. More than likely, to get to the next step in selling, all you have to do is start practicing this one. Most people don’t do this step or even try it! I can assure you that once you try it and start practicing it, it gets to be NO BIG DEAL; and you’re gong to LOVE the results of not getting “put-off” very often! 

So again, using 3rd person names, try it this way: “Bill, over at RR Company was amazed at how many clients I’ve picked up. In fact, I try to keep my schedule really organized. So like I told Bill, if I could show you this today, and you were REALLY excited about it- to the point you thought it was a no-brainer, is there any shot you might be able to give me the yeah or neah today? (get VERBAL RESPONSE) 

Finding Or Uncovering Needs

When it’s time to talk about your Prospect’s need(s), you have an incredible opportunity to really trigger the intellectual side of the sale. Make sure you do your BEST to crystallize the need. It’s simply not enough to say, “what do you need,” and move on. You need to really break it out clearly for your Prospect. 

Many times by really digging in to what your Prospect needs, you will uncover other needs that he hadn’t thought of! 

Remember- never “invent” or “create” a need that doesn’t exist. This will backfire on you!

Temperature Question

Make sure you’re asking temperature questions throughout your presentation, and make certain you know where your Prospect is on the Buy-Line way before leaving the Presentation!

Product or Service Demo

Have some fun with this! If you follow this sales cycle as instructed, by the time you get to the actual product demo, your Prospect should be salivating to finally get to see it! You can really have some fun in your demo- and NOW is when you get EXCITED! If you find yourself unable to get excited about your product or service, you might have a problem on your hands!

4) Close

We don’t promote a “heavy” or “hard” close. I close TO TAKE THE PRESSURE OFF! I honestly believe that one of the most pressured things you can do to a Prospect is to NOT CLOSE! Have you ever been with a sales person where it got incredibly awkward when it came to the moment to make a decision? 

So we close quickly and softly. BUT WE CLOSE. Which is the point of this section. YOU CAN INCREASE YOUR CLOSING RATIO by making sure you:

ALWAYS ASK FOR THE ORDER!

 Let me repeat:

ALWAYS ASK FOR THE ORDER!

I mean ALWAYS ALWAYS ALWAYS ASK FOR THE ORDER.

5) Payment Arrangements

If you close your client and now have a signed contract, you can feel free to go through with the Payment Arrangement options. As we’ve mentioned throughout our series, always be completely clear with your Prospect/Client about the payment options. NEVER be misleading or dishonest. 

Back To Direct Sales Basics III

Recommended MP3 Direct Sales Courses:
(check out all our direct sales training courses here)

Beginning Sales

Beginning (Direct) Sales
-Find Out More-

Regular Price: $69

Sale Price: $47

The Cycle Of Sales

The Cycle Of Sales
-Find Out More-

Regular Price: $99

Sale Price: $77

Intermediate Direct Sales Training

Intermediate Direct Sales Training
-Find Out More-

Regular Price: $89

Sale Price: $67

Order Online 24/7, 365 Days per week.
Lets Go Banners

Vinyl Banners, Trade Show Displays

Please visit our other web sites!

Lets Go Card Printing

Plastic Card Printing, Hotel Keys

Lets Go Fundraising

Fundraising Discount Cards

Master Card, Amex, Discover, Paypal, UPS accepted

disc

Paypal Logo

We ship via UPS and US Postal

Hawaii Flag
Flags
Copyright 2013 Chris Anderson, Cycle of Sales dot Com