Monday, August 07, 2017
The shrewd guess, the fertile hypothesis, the courageous leap to a tentative conclusion
– these are the most valuable coin of the thinker at work...... Jerome S. Bruner
Buyers amass information that helps them justify their strategic decisions, with a soft close you can win the ultamate sale.
A soft close can based on a suggestion that leads a buyer into believing they are acting of their own free will, when in fact they have been directed to follow an action.
A soft close technique like “If you spend another $Y, you will receive an additional X% off the entire order” can give you the winning sale.
Why Sales Win
The strategic values for buyers include :
1) Increasing revenues
2) Decreasing costs
3) Gaining a competitive advantage
4) Standardizing operations in order to reduce risk
Why Sales Fail
1) You can’t clearly explain how your solution helps the buyer’s business
2) You are too self-centered
3) You don’t alleviate the risk of buying your solution
4) You can’t establish a personal connection with the buyer
Make the Ultimate Sales
See You at the Top