SUPERIOR LAMP SALES TIP: "DO YOU BELIEVE?"

DO YOU BELIEVE?

Everyday we are bombarded with information from more and more available sources. The information age is turning into the “overload age”. If you and I are experiencing this glut of supposed facts, then you can be pretty sure your customers are receiving the same overabundance of information on a daily basis. In the end, what it comes down to is that we are all looking for the right answers but there are so many choices. The ‘he said’ or ‘she said’ can present a mind numbing situation that makes the decision making process very complicated. This is where the conviction or belief that we show in our own products and services can make the difference in closing a sale.

In my last communication, I mentioned that we would be reviewing the tools you have available in your toolbox. There is a strong tool in the box that helps the buyer make his decision: The Order Blank Close. This technique has been around the sales profession for many decades, and there is good reason that this tool has survived over the years …. IT WORKS!!!

Most accounts you call on are making decisions based, not only on the information they receive via the demonstration or your presentation, but also the conviction you demonstrate when closing. They are looking for the salesperson that believes in their product and who will be around in the future to service their account. One of the strongest statements you can make is to assume the sale. When you put your head down and start to write, it shows you are expecting a ‘yes’, and it is just a natural continuation of the sale. Yes, conviction turns lookers into buyers.

Will you get objections after you begin to write on the order pad? You should expect them and be ready to follow up with the appropriate rebuttal, then return to the order pad and write up the order. If you hesitate to write on the pad, it shows the buyer that you don’t believe and conversely, why should they? The Order Blank Close and the conviction with which you proceed will instill confidence in the buyer that they are making the right decision.

…..DO YOU BELIEVE…..!!!!


Tom Mosher
Executive Staff