Description
Closing is the natural end to a sales process. It is also the least important phase, yet the one that will make you the most amount of money. 2) The phase that helps you earn the sale is the probe. During this phase you should ask questions that will yield information on how prospects make decisions to buy. People don’t substantially change their behavior through life, nor do they change their buying habits. Finding out how they bought in the past and getting them to tell you how they will buy in the future is your key to learning how to sell them. A) The “Past Buying Behavior” technique allows you to find out how a prospect made prior buying decisions about your type of product or service. Ask, “How did you decide to buy that ______ before?” B) The “Let’s Assume” technique allows you to discover how prospects will buy even though they have never bought your type of product or service before. Ask, “Let’s assume that you have had a ______ for a year. What made you decide that it was the right purchase for you?”
Audio Info
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Speaker: Dr. Kerry Johnson