Gone Good Harlan
I thought of that! "" How did it happen with this approach!
That was my reaction when Gary May has a brief overview of how he had a small sales force and created the sales growth that makes a fighter jet with the afterburners on seem slow.
Then they take an $ 20,000 $ 100,000 to buy and sell much more than their competitors, do a sales call with higher margins during the closure order 80%!
Now it is a product rather mundane but expensive and necessary, such as your phone company and switch. Add to that a competitive market with multiple suppliers and buyers conservatives in the United Kingdom.
Two years ago, Gary took the book The Psychology of Persuasion, and applies the concepts of sales force and its product. The figures speak for themselves the rest of the story!
The figures, taking more than 70% of their market closing 80% of sales on the first call, closing 70% of clients of their customers and their men their prime in the range of $ 600,000! They are all currencies U.S., not UK pounds!
Interested? More ... .. ....
Ok let's give you some specific ideas and perspectives that created them.
The first step is to apply the results Based Thinking for the broader and different view.
* What is my product and really why my client is actually buying?
* How can I see my book in these terms and how does it change the way I see it?
* How can it respond to potential objections and resistance to forward?
In the case of Gary has made several important changes in how they saw their equipment, here are a few that allowed them to reduce the resistance of the buyer.
1. The equipment has replaced the telephone operator from an era gone by, and yet people see people very different equipment. And if we humanized our equipment in different ways? How could it create a different image in mind Buyer and drop resistance? (Remember, most people see buying a way that includes their prejudices and negative opinions).
So how do you humanize the machine, you give it a name and people talk in terms of it as a real person. Each system now has a woman's name instead of a model number.
"Suppose we bring Sally you to answer all your phone needs and can handle any challenge for only $ 15,000 per year. How would you feel about Sally hiring full time? "
Is the humanization of the machine gives you a different feel and image to purchase? In some of the resistance has changed? Does it change the way which you view the investment?
Gary said that major producers have mastered the ability to humanize the product and yes it has made a major change in how the client sees the purchase.
Now when customers call in problems, "This equipment is undesirable damn! "is not heard, rather" Sally is not feeling very good today. "REALLY! The potential customer is completely refocused! (They are men and women business executives and owners!)
2. So what about making objections and resistance outside the image if you can "close" that day?
One major problem is the perceived need of the buyer to "think" or "get other offers. Never heard of it?
Gary has trained its sales force to cope with this site before. "We are aware that many people want to think about May or spend a lot of time getting bids for the purchase of equipment that we examine this that Sally can do for you and it can handle all your needs, what reasons could there be to delay the hiring of her?
Answers are duly recorded and the sale process continues, of course the issues are addressed during the remainder of the process.
"As you can see, Sally will fill all your needs and provide the image and the desire to service your customers. As for thinking it over or acquire other offers, would there no reason to delay hiring Sally today if it could work for you by Thursday?
Clearly more than 80% of they agree to hire her today! Get the resistance and opposition to right in the front will reduce their impact and the development of these humanized Sally cons of it falling further.
Over there are two quick ideas among a large number Gary adapted from The Psychology of Persuasion equipment. We will share more than a few in the coming weeks, but be sure that this material works.
Dr. Robert Jonas Seattle, WA is having a very similar result in its 80 sales person sales force Windows to homeowners. In our conversation telephone last week, it reported a 20% increase in closing ratios in a week!
For those of you who are curious to see how Gary reaches nearly 70% of customers of his client, email me and I'll give you the steps he takes. Harlan@BusArc.com
Until next week, keep asking, keep thinking and keep your ears and eyes open!
Harlan Goerger
© 2007 Harlan Goerger
About the Author:
Harlan Goerger is President of H. Goerger & Associates with 25 plus years in the Sales/Management training business. Contact Harlan@BusArc.com for more about training, speaking and developing business performance
Article Source: ArticlesBase.com - Selling Sally
Watts Creek, Harlan County KY, part 2
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