Tag: take away

3 Reversible Mistakes which make your Sales Pitch Less Involving

Not that you have to be flawless, but just never let mistakes sabotage your journey to a lucrative close.

It isn’t a pitch when it isn’t compelling. Despite of the efforts we exert to achieve this, unfortunate days exist when we sit back to our chair after a hardly jockeyed sales presentation asking “Is my pitch not involving enough?” The answer is yes. Chances are, it may be because of these reversible mistakes.

When prospects are hyped, Closers FORGET to shift to a take-away pitch.

Blame it to your sizzle that prospects seem levitating with your offer’s benefits. But too much fantasized gratification wards off the deal. Be in control. Sense it when prospects are “excessively sold”. Stop and proclaim that your offer is not for everyone to own. This isn’t a perfect system unless the owner knows how to make this work properly (not perfectly) to them. Equalize the prospect’s “too ideal” mental picture by siting drawbacks when your offer is used improperly. Drive them back to reality, then ask for the close. It is when they have settled from the hype and still they love owning the offer, that ultimately tests how sold they really are.

When the buying commitment turns flat, Closers NEGLECT to detour to a negative pitch.

This is why episodic check of the buying pulse should be done during your pitch. Intermittent trial closes (of asking when this is affordable would they like to own it?) helps you gauge how willful the prospects are to pay. This helps you calibrate whether their yes is a half meant no or an absolute no.

Reverse the next trial close. Ask “When this is affordable why won’t you own it?” Stop talking. They have to talk first. Wait. Count till 5 seconds. When they react, listen intently. Deal with their true concern then rephrase the reversed trial close.

Reverse the fact-benefit sizzles. Sizzle should sound like you are letting them feel the fear of missing out. Squeeze in the phrase “should have”. Present a feature which prospects won’t enjoy the benefit anymore since the ownership is not for them. Never ever be a pushy presenter. You know your offer’s worth. You know your work’s pride. You know your skill’s calibre. Yes you are an egotistical closer!

Return the course of the pitch to the pro active tone after ample throws of ironic involving spiels. Observe the difference. Modulate then your approach.

When the prospects have heard enough, Closers FAIL to articulate silence.

Mental pause augments understanding. Don’t be a rata-tata-tat. Be a bang! Stop believing that the more features you say, the more sold the prospects would be. This is why you have to do well on the warm up. To identify which among the features they’ll associate their purchase. Always make it a culture to count to five every after blowing a weighted feature and every after asking for a close. Before initiating the handshake. The silence helps them substantiate their appraisal which boosts their confidence on doing the purchase. It crushes the fear of buying instantly. If you have lay out the benefits well and sprinkle your sales techniques suavely in the pitch, you will not be afraid to let them breathe and think on that 5 seconds. Use these seconds too to prepare what will you say when the prospects expresses another “no but tell me more” remark. Aside from mental pauses, you can also make use of therapeutic space at some instances. Deliberately leave them for a while at certain parts of the showroom or play like you’ll be going to the toilet shortly.

It isn’t a pitch when it isn’t compelling.

Anything goes during a sales pitch and that should be an advantage for you as a Closer. It is your job to facilitate the way your prospect perceives the encounter. Closers equalize emotions, balance logic and regulate expectations. These modulations make the presentation involving. Not that you have to be flawless, but just never let mistakes sabotage your journey to a lucrative close. Especially when mistakes, though are dab and unavoidable, but are detectable and downright reversible.

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HOW TO: Negotiate the Price with Tactful Pride

When you’re done conveying how your offer helps your prospect, it’s always been part of the selling process to let your prospect appreciate the corresponding value of the solution you are proposing.

imageNegotiation has always been a very exciting phase of the sale. Pride for the tagged price while negotiating on the other hand, makes it a sizzling phase. Most of the sales people just negotiate. On how to negotiate the price with tactful pride, these what closers do.

1. BEARING AND WORDS. Pride is reflective on how we bear self as we discuss the price. Facial expression, gestures, motion, voice dynamics these all affects your presence and determines your confidence. Just be vigilant on the difference between being arrogant and intimidating to being confident that the offer is justly tagged to the benefits it provides to any interested guest.

Filtering words that sound not being pushy makes it coherent to being proud of what you’re offering. Play with communication elements that sound like you are pulling them away from the Rubicon of enjoying the benefits of the purchase.

2. MY OFFER IS REASONABLY PRICED. Values of any offered product or service is regulated directly or indirectly, either with an assigned authority or benchmark among competitors. Thus, there’s no such thing as over priced or under priced. It is then be reinforced with haggling skills that let prospect realize that your offer is priced just rightful as the urgent ease it gives to their discomfort. Reasonability lies on how buyers equate the tag to the personal essence of the bag.

3. MY OFFER IS THE BEST OF ITS KIND AMONG EXISTING IN THE MARKET. There is no other offer with an identical feature that gives you same or even lower cost. It will either be lower cost for a lower quality or higher cost for a higher quality. This is the only offer that comes with higher quality in a just cost. Elaborate the selling point of the product specific to the prospect in order to justify the “higher quality”. Intensify such “higher quality” versus any other offer from any other agent by spicing it up with your personal elements like you being credible, an expert to the product or you being an advocate for post sales services.

4. TAKE AWAY. Let them feel what they are missing out after tactfully presenting how your offer improves their aspirations. Play hard to get and appear like you have since accepted that not all you have offered with this price really could afford and avail it. It’s an exclusive deal. The offer doesn’t fit for all.

5. SAY “NO”. When the prospect haggles so low from your offer, though you have let them realize how worthy the value, learn to say No. Let them feel the fear of loosing your generous offer.

Discount (lowering the price) never exists to deteriorate the appraisal of your offer. It exists to let the prospect feel relieved from a too high preconditioned price rooted from an appreciation of a too beneficial solution of their urgent felt need.

Learning what your product could benefit to your prospect is a an elementary responsibility being in sales to ignite an afire involvement during your pitch. As you want to be an ace closer, develop the sales technique that gears up the synergy of your product knowledge and being proud of the price as you drive the negotiation to a deal.