Influence Your Customer to Take Action and Buy
Contact Hours: 5
Selling is a balance of give and take. You give your customer what they want to know about your product or service can do for them, and then they `take` it from you in exchange for a price. Most often referred to as closing, you ask them to make a decision by suggesting they take action.
According to the old school of selling, "getting action" is closing. But the word "closed" establishes an incorrect mind set for anyone who sells, since there`s nothing else to consider if you "close" a sale. Ideally, you want to think of helping the customer to buy. In this way you are "opening" ways to build a relationship and build business.
Taking action is a natural part of the sales process, and each salesperson usually has a few ways to help the customer make a decision.
Key points include:
A review of steps in the sales process that naturally lead to a favorable decision;
When and how to ask for the order;
Alternative formats for asking for the business and
The importance of follow up after the sale to keep customers coming back.
A short assessment will determine your understanding of the points covered.