Second base is not Automatic
Why do you ask for feedback?
Vital to know if the prospect is listening.
As well to make progress you must know what the prospect is thinking.
Once you have qualified a prospect by asking investigative questions in a nice way, it is best to ask additional questions or objections? Or should you let the additional questions or objections come from the customer?
Best to let them come from the customer as the questions are easier to deal with.
Can you close a sale by finalizing financial arrangements? Yes or no
Yes when a customer agrees to a financial plan, the sale is usually consummated.
What kind of question can you ask to get feedback?
Does that make sense? Will that help solve your problem?
What are welcome questions?
Because most customers decide to buy by asking questions, how you answer the questions will help you determine whether to go on to third base (CURVE) or stay at second (PITCH).
"It appears you have found the best solution to your problem. Why delay?" What is this type of sentence?
A powerful closing statement.
You need to make sure you tell the prospect ALL the facts and benefits. A complete story. True or False
False, you need to make sure you tell all benefits, key feature or you may miss a sale. BUT you do not want to overwhelm the prospect.
If someone does not have the right information you should cut them off and correct them as it is wrong.
True or False
False, Listen carefully to each question or objection before your start. It could be taken as defensive about your product or service, and that is when you lose the game or sale.
Should you in your own way but under no conditions should you hesitate to ask the prospect to buy?
Yes you should.
Why do customers buy products and services?
To solve their problems or enhance their position.
If your product has a disadvantage should you acknowledge it? Yes or No and why?
Yes acknowledge it and then compensate by pointing out an advantage that out weights the disadvantage.
Should you try and view the problem (or opportunity) as the prospect sees it?
Yes, puts your as a consultant instead of a salesperson so you end up communicating better.
Explain that in any sound sales transaction, both parties should benefit. Remind prospects that you could not expect any future purchases from them unless they come out ahead now. What theory is this?
Mutual Reward Theory