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Archive for June 2014

Does SELL MORE help Real Estate agents?

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Faye just handed in her homework for this month with the SELL MORE Program. How’d you’d like to give your clients homework that includes them sharing how they feel about you? It’s been pretty fun. But there is a purpose to it that helps their business dramatically. By the way if you’ve ever wondered if SELL MORE can help Real Estate agents you’ll be interested in Faye’s video.

 

 

SELL MORE June Edition is now available.

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Pleased to announce the June edition of the SELL MORE Newsletter. To read the balance of these articles and find copies of previous issues go to http://www.TheSalestrainer.com

SELL MORE newsletter June

SELL MORE newsletter June

Closing is not where you get the deal.

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Always Be Closing

Always Be Closing

Closing is not where you get the deal

By Douglas Vermeeren, The Sales Trainer  www.TheSalesTrainer.com

Here are a few simple thoughts on better closing. This is not an article. Just some random thoughts I was having as I thought about the subject this morning over breakfast. Yes, I am constantly thinking about sales. I encourage you to do the same. Where we invest our mental energy is where we begin to unlock our brilliance. What we learn affects what we earn. So take some time and think about these things.

By the way one of my hobbies is certainly something that a lot of people would think is weird. Some people collect baseball cards, bottle caps, comic books etc. I actually collect sales closes. That’s right. I said Sales closes. Every time I see one, hear one, read about one I write it down. I currently have just over 2000 sales closes. Now I want to point out that I didn’t say that they are all brilliant. In fact, I have some good, bad and ugly. Some are absolutely hilarious. Some are downright embarrassing and terrible. But many are brilliant. The thing I also like about having so many closes are that some are better suited to my selling style and some are not. With so many to choose from I certainly have several that work for me.

Often I have shared these with my students and many that would never work for me have worked incredibly well for them. I encourage you to start keeping your own collection. You don’t have to collect tot he extent that I have, but at least try to find a handful of closes that you really like an work well for you. Try and memorize them and have them ready to use.

By the way I have had a ton of requests for my “close collection” over the years, maybe one day I will publish it. What do you think would anyone be interested in having it? (By the way that question is a form of a close.)

Anyways, here are a few morning thoughts on closing.

A great close at the end is not where the deal is finalized. A prospect has often made their decision long before you ask for the deal. A close is where that decision is declared. The decision has been made in incremental steps along the way as you have successfully demonstrated value, solved their problem and connected with their specific wants and needs.

Closing doesn’t get you the deal it confirms the deal. The conversion of your customer is not an event, but a process.So you remember earlier when I talked about collecting closes? Make sure that you are collecting closes that can be used through out the sales process, not just at the end.

The final close is where it becomes clear whether you’ve done your job sharing the value or not. It is the time when you shift from the emotion of the sale to the logistics of delivery and terms. This is also what makes it difficult for most people to close. The #1 challenge that I have seen entrepreneurs and sales people experience is asking for the deal or asking for the money. The reason why is generally the haven’t properly prepared the prospect or they don’t know how to make the transition from the emotional, value driven part of the sale to the logistical transaction part of the sale. I call this the transition and unless you understand how to do it it can be stressful and cost you the sale.

These things should be done and confirmed through out the sales process. That’s why the popular phrase Always Be Closing (every sales needs ABC) is one of the biggest truths in sales. If you close early, often and even on the little things you will see a higher percentage of your prospects become customers. Very few prospects will ever be turned into a customer from one big close. But as they commit in degrees or identify the value for themselves in little steps they are pulled towards the sale.

Well, I guess that’s enough for today. I’m sure I’ll touch on closes again in the future. It is such an important part of the sales process and there is so much to say. I doubt if a thousand articles could finish the subject. Hope today was useful and I look forward to next time.

Doug

For more on successful closing go to http://www.TheSalesTrainer.com

The Sales Trainer

The Sales Trainer

Does SELL MORE get a passing grade?

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As part of our training in the SELL MORE program we give homework. Yes, you heard that right – Homework! Sometimes it can be kind of tough too – easy doesn’t always equal results. Part of our homework this week was for our students to simply report back their experiences with the program so far. I was a little worried. I mean aren’t we always when we collect our own report card? So I guess this weeks assignment could have been the hardest for me – that is if I hadn’t been doing my job. Listen to what Mike had to say about the program so far and tell me if you think I got a passing grade:

 

Julie & Diana share their thoughts on the SELL MORE Seminar recently in Montreal Canada

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Have you got a new business and struggle to get more sales? Here’s Bob’s answer

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Have you got a sales team to train? You might want to hear about a secret tool Brian found.

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Written by douglasvermeeren

June 11, 2014 at 3:27 am