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TWO PHRASES THAT CLOSE MORE SALES The first has only SIX WORDS What if you were able to use a phrase that could increase sales by 10-20-50 or even 100%? And what If that phrase could be used by anyone in sales with great results – anyone from a stark rookie to a top flight professional superseller. What if you could say something that could cause your prospect to voluntarily surrender his or her dominant buying motive the majority of times this one phrase is used. And what if (in the process) you could find a phrase that would automatically allow you to develop excellent rapport based on true empathy. By now you may be thinking these are some kind of trick questions. Surely, nothing that good could exist - let alone sound so simple to use? It does exist and I'll be sharing it with you in a moment. But first you need to understand some of the fundamentals related to it. No one product can ever be sold purely for the merchandise itself. The product will only be acceptable to the prospect if it does certain things that are of benefit to the prospect. Every product, in fact, has a determined use for the end user. All that is left is to how best to determine the prospects principal or dominant buying motive - and once that is achieved - the rest is relatively simple. So, what is that unique phrase that opens so many doors and gets results when other techniques fail? Now, if you appreciate the key to the sale is primarily the prospects needs and wants, and it’s the dominant buying motive that confirms why the product or service is wanted. To get that answer to both of these is that the salesperson only needs to ask – "Why is this important to you?" – It’s as simple as that. The second is a 10 WORD PHRASE This next phrase works equally as well whether the seller is verifying information or working at gathering more vital information. The only requirement here is whenever you apply this technique, it is extremely important that you tell your prospects the benefits of answering your questions as honestly as possible. The technique used here is – "Do you mind if I ask you a few questions?" ***************************************** This Article is by Peter Collins - In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others - whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 65 books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring. © Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 2015, all rights reserved. Peter can be contacted through his website – profitmakersales.com - Submit your articles to AMAZINES.COM
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