Since We All Sell Something, Doesn't It Make Sense, To Do So Effectively?

Everything in life involves some sort of selling and/ or sales. We each either sell a service, product, and/ or one's self, on a constant basis! However, most individuals, fail to live up to, or achieve to their potential, because, they often proceed, in a less than optimum basis, either because they don't know, don't understand, or fear doing what's most necessary, to make a difference for the better. To consider this, let's review the 5 Basic Steps To Close Any Sale, By Answering Objections:

1. Rephrase the concern/ objection: Don't rush to react or respond! Rather, wait, resist the temptation, and get a better idea of what the other person is saying. Otherwise, you risk opening up a Pandora's Box! Suggested phrase: In other words, you're concerned about . . . Then wait to continue until the other party acknowledges and agrees with his concern, before responding.

2. Empathy: Suggested phrase: I can perfectly understand your concerns. In fact, I and most others, have had the same concerns, until they understood certain things . . . 

3. Answer: Thoroughly, completely and fully, answer the question, concern and/ or objection, to the satisfaction of the other person. Do so, slowly and thoroughly, and wait for some sort of acknowledgment (usually non - verbal, such as a head - nod), before continuing.

4. Recreate the need: Suggested phrase: In light of what we've discussed, and . . . (then review some of the basic highlights).

5. Close: Suggested phrase: Doesn't it make sense to . . .  (Then use the three - options approach, such as Is $5,000 good, $10,000 better, or does some other figure make more sense for you?)

Follow this up, with ZTL, or Zip the Lip! Remember the rule, He who speaks first, usually loses! If all else fails, use the phrase, May I make a suggestion? Wait for an acknowledgment, and then repeat the original proposal!

Want to sell more effectively? Learn, use and become comfortable with this 5- Step approach!