Closing the Sale AND Principles of Trust Building
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Sales
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Closing the Sale AND Principles of Trust Building
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You don't need twenty ways to close a sale. Closing a sale is much like a marriage proposal. You don't pop the question until you're pretty sure you know what the answer is going to be. It's very simple really. You'll like this video. It takes the nonsense and pressure out of closing the sale!
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There are seven main reasons prospects resist. It's not because they're jerks or somehow bad people. They usually have a reason they don't even understand, but you can identify it and solve it, once you know what they are.
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Most often when people raise an objection, they are saying in essence, "If it wasn't for this one thing, I'd like to buy." However, what is often true, is that the objection they raise, is not the real issue. In this session, we look at how you find the real objection, why it's a good thing to come up, and how you can get to the bottom of it and resolve it.
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What you passionately believe about you, your product or service, the company you represent, even your competition, more than anything I know, affects the outcome of your sales results.
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What you believe about yourself, can sideline you for life while others seize the opportunities you didn't think you deserve. On the other hand, what you believe about yourself can open doors that are shut tight to others. Carefully consider what you believe about yourself!
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Proverbs says that "the fear of man" is a snare, but whoever trusts in the Lord will be safe." In this lesson we look at how we look at others can greatly impact our success. What we believe about their expectations of us or our product, can literally change outcomes.
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It's hard to think of something more sacred, more valuable, that is so fragile and easy to lose and can be very difficult to gain than this king of principles. I discovered that the hard way, you don't have to.
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Principles are the unseen hand that guide your decisions. You may not even know your guiding principles, but others can, simply by observing the choices you make. Choose to live by these principles and you will find yourself well on the way to success in life!
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Trust is a risky thing, but doing business without trust is worse, and the cost of doing business in an industry or country where trust is generally low, is far more expensive due to the precautions one must take to protect oneself from harm through fraud and deception.
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Inside this lesson, I share a story of confidence. It vividly demonstrates the power of confidence and how it can be used for good or not for good. Jesus modeled the supreme level of confidence, in who He was, in who His Father was, in His mission, etc. and He did immeasurable good.
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Vulnerability is risky. You can be too vulnerable. You can be too closed off. But in business and life, vulnerability in the right amount can go a long way to creating a climate of trust. Jesus made Himself vulnerable when He left Heaven to come to Earth as a baby, and yet that vulnerability was one of the things that drew people to Him. He was reachable, touchable, and yes, vulnerable.
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One of the most impacting stories I have heard about winning trust was when the President of this Central American country, knelt before my friend, (a 25 year old pastor) and served him coffee, etc., while his servants in the presidential palace looked on. The application to sales is clear. Serve from the heart to win the heart!
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This lesson covers the last three points that Paul tells us about how Jesus modeled His life so we could not only trust Him, but be held accountable for our decision to trust Him or not. These points shape who you are and how others perceive you and if you embody them, will help you multiply your sales over the long term
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Michael Q. Pink
Since 1986, Michael has been passionately pursuing the ways of God as applied to the selling profession, entrepreneurship and life. Besides writing for magazines like Success, New Man, Business Reform and others, Michael has also written 19 books, selling hundreds of thousands of copies, with titles like The Bible Incorporated, Selling Among Wolves, 7 Secrets of the Sale, Rainforest Strategy, Taking Back The Gates of Commerce, etc.
He has served Fortune 100 clients and helped numerous small to medium-sized companies experience explosive growth, including helping one struggling company with only 3 sales reps become the 16th fastest growing, privately held company in America on the INC 500 list.
He hosted a daily radio spot for 7 years growing to over 200 stations nationwide and was a frequent guest on television and radio shows including The 700 Club, Moody Radio, Salem Radio and many others.