Sales
is a game, but in the game of selling there can be no
losers. If the customer feels slighted or taken
advantage of, how eager do you think he or she will
be to do business with you again — not to mention the
referrals you could lose. So, R.E.L.A.T.E. well
to your customers and everybody will be rewarded with
a win/win close.
Let
me explain what I mean by R.E.L.A.T.E.
R
einforce features and benefits and recap solutions.
E
liminate customer doubts.
L
eave customers with a positive feeling about you, your
product and services.
A
cknowledge your customers by hearing them out.
T
ake action — if you have done your job well, don't be
afraid to ask for the business.
E
valuate and adjust your closing, depending on how the
customer is responding.
When
you have related well throughout the selling sequence,
closing can be as natural and uncomplicated as handing
your customer the pen and asking them to authorize the
paperwork. You are in charge. If you show
fear or doubt during the close, you will engender these
same feelings in your potential buyers. So, commit
yourself to R.E.L.A.T.E. during the close.
Remember,
when you R.E.L.A.T.E. you are enabling your customers
to experience all the wonderful benefits of owning your
product or using your services. Think of it this
way, without your help and good advice, your customers
may never have been able to achieve their own goals.
Now go out there and close with confidence and power.
Omar
Periu and his family fled Castro's regime when he
was only seven years old.
Thus began Omar's journey of success in the land of freedom
and opportunity. He went on to achieve many
entrepreneurial successes in the United States.
For more information about Omar, go to http://omarperiu.com. |