In order to achieve an extremely high closing ratio in sales you must assume the outcome of your presentations will be as you desire. Assuming the sale means that right from the beginning and all the way thru the process you believe and remain committed to achieving the goal you set.
To become a Sales Superstar you must create a script designed with the purpose of closing the sale with ease every time. Closing on the first call is usually the best case scenario in selling. In certain cases a sale may require a few contacts based on the complexity of the solution offered, however it is essential that each presentation closes the prospect into moving to the next desired step.
All the fundamentals of a perfect presentation work synergistically and are essential in closing sales at a high ratio. Assumption at the close is a pivotal moment of truth and usually this is the step in the sales process that separates the Superstars from the average sales representatives. Assuming at the close involves using a strategic question and proper body language. A powerful and effective technique is to break eye contact and ask a question that implies the agreement. For example you could ask for the spelling of the name of the person or organization as you break eye contact and begin to right the order. Like most new habits it may seem unnatural and tense initially, however over time this will become second nature. Based on your specific selling situation you will need to develop a similar type of close that leverages the power of assumption. Continued...
Learn more about Sales Superstar ideas and suggestions at Kitabe.com. Click on the popular audio book: Sales Superstar - Volume 1 & 2
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