Building Rapport
Closing: An Essential Part of the Selling Process
Rapport = Trust
Pre-Interview Trust Builders
Communication Techniques That Build Trust
Opportunity: A Favorable Juncture of Circumstances
Finding Something in Common Is a Myth
An Ethical Approach to Closing Success
Uncovering Prospects? Needs
Ask a Provocative Question
To Obtain the Keys to Fort Knox, Use a Take-Away Transition
Avoid the Product or Service Trap
Ask In-Depth, Probing Questions
Producing Profitable Interactions
Ask Open-Ended Questions
Phrase Questions Carefully
Rephrase and Redirect to Maintain Control
Deal with Negatives Head-On
Use the Most Powerful Principle in Communications
| Demonstrations That Close
The Demonstration Phase of Closing
Appeal to Your Prospect?s Emotions
Three Important Rules
Give Intellectual Proof
Ask Trial Closing Questions
Answer Objections as Questions, Not as a Roadblock to Your Sale!
Beginning the Close
Closing Is a Process
Finalizing Your Sale
Recognizing Buying Signals
Create a Sense of Urgency
Just Ask!
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