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Closing the Sale

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  #21
JacquesWerth
Quote:
Originally Posted by nhocaokeu
wel in my opinion, whenever customer don't believe you, your propose will not be accepted. You have to show your cos that you are one of their friends, willing to help them win an oppotunity to get a very special house. You'll be with them not just in selling process but in every later time. You'll be at their side everytime they need. When you've done it. You can close your sale.

Pls feedback your comment

Thanks
If your prospects do not believe (trust) you, then you will have a tough struggle for as long as you are trying to make a living in sales. Even if you can convince them that you are one of their friends, they will not necessarily trust you.

Many studies show that Trust is the number one reason that most people give for selecting a vendor; Respect is number two.

For that reason, we have developed a process called the Trust and Respect Inquiry. It enables a salesperson to develop deep Relationships of Mutual Trust and Respect with most prospects in about twenty minutes. However, it will not be effective if the user is not trustworthy.
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  #22
Virden J. Thornton
Building trust is a process, not a problem in a sales transaction. Research done by experimental social psychologists, tells us the when you ask "open-ended personal questions" and the prospect reveals something about him or herself, that's when trust is being formed. Quesioning and listening, not "tellin/sellin" produces a climate for achieving a successful closing.
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  #23
JacquesWerth
Quote:
Originally Posted by Virden J. Thornton
Building trust is a process, not a problem in a sales transaction. Research done by experimental social psychologists, tells us the when you ask "open-ended personal questions" and the prospect reveals something about him or herself, that's when trust is being formed. Quesioning and listening, not "tellin/sellin" produces a climate for achieving a successful closing.
Most salespeople, that have received any kind of sales training, have been taught to ask open-ended questions. And, most sales books stress the importance of open-ended questions. So, why is it that most prospects do not trust most salespeople?
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  #24
Seth
Quote:
Originally Posted by JacquesWerth
Most salespeople, that have received any kind of sales training, have been taught to ask open-ended questions. And, most sales books stress the importance of open-ended questions. So, why is it that most prospects do not trust most salespeople?
Do you think it is because salespeople ask open-ended questions?
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  #25
WobblyBox
Quote:
Originally Posted by Seth
Do you think it is because salespeople ask open-ended questions?
How you say.... NO.
__________________
"Nil illegitimi carborundum"
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  #26
Agent Smith
Tools vs. Behaviors

Quote:
Originally Posted by Seth
Do you think it is because salespeople ask open-ended questions?
Questions are tools. Tools don't diminish trust, Behaviors do.
 
  #27
Milton
Quote:
Originally Posted by JacquesWerth
Most salespeople, that have received any kind of sales training, have been taught to ask open-ended questions. And, most sales books stress the importance of open-ended questions. So, why is it that most prospects do not trust most salespeople?
Here are some links to conversations on trust:
Credibility and Trust
Rapport: Establishing trust and respect
__________________
"Each person's map of the world is as unique as their thumbprint. There are no two people alike... no two people who understand the same sentence the same way... so in dealing with people try not to fit them to your concept of what they should be." Milton Erickson
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  #28
Gary Boye
Quote:
Originally Posted by Agent Smith
Questions are tools. Tools don't diminish trust, Behaviors do.
That is not universally true.

Pure interrogatory questions as tools for gaining information would not necessarily diminish trust. Many rhetorical questions can not only diminish trust, but also offend. Questions discerned by the questionee as manipulative can diminish trust.
 
  #29
Agent Smith
Quote:
Originally Posted by Gary Boye
Many rhetorical questions can not only diminish trust, but also offend.
I can't agree. A tool is a tool. It always comes down to how the tool is used.

Quote:
Originally Posted by Gary Boye
Questions discerned by the questionee as manipulative can diminish trust.
Now I can agree with this.
 
  #30
Calvin
Quote:
Originally Posted by Gary Boye
That is not universally true.
It's not what you ask. It's how you ask it.
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