Hardwood Floors April May 2018

SALES SAVVY BUSINESS BEST PRACTICES

By Paul Reilly

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SIGNALS THE CUSTOMER IS READY TO BUY 7

Our internal research shows that top-achieving salespeople spend only 17 percent of their selling time trying to close the sale. Top-achieving salespeople spend less time in this phase of the sales call than the call opening. at means top salespeople spend more than 80 percent of their time asking the right questions, understanding customer needs, and presenting their ideas. Closing the sale is more about timing than style. e right timing is more important than an elaborate close. Closing a sale is simply asking the customer two basic questions: “What do you think?” and “Would you like to buy?” How do you know when to ask for the sale? When the customer tells you they are ready to buy. ey will give you clues – buying signals. Here are some buying signals that indicate the customer is ready to move forward.

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CUSTOMER REPEATS A BENEFIT STATEMENT

If the customer repeats a bene t statement, they want you to validate the information. e customer is also le ing you know that this particular bene t is important to them. When the customer gives you this signal, begin moving toward the close. Validate the information they mentioned, nish the presentation, and ask for the business. CUSTOMER ASKS FOR THE PRICE Ironically, some salespeople will confuse this request as a price objection. Salespeople mislabel these customers as price shoppers when, in fact, the customer is telling you they are interested in making a purchase. If the customer gives you this signal, begin moving toward the close. But before you ask for the business, ask the customer to validate the value of your solution: “Does our solution meet your needs?” or “Are we on the right track?”

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