HELP!!! Cant seem to close

United
If 85% of your customers are coming up with the same objection I'd be inclined to handle it before it comes up. In other words in your pitch / presentation acknowledge that it is brand new and unique and has USP's which are x,y and z. this then does 3 things; firstly it adds value; secondly it stops you getting the objection and thirdly it gives your customer the words to use when they sell it to their customers.

Hope this helps

United

What’s the benefit or advantage for your customers to use your product?
What problem do you solve or what opportunity do you help them to exploit?

Snowman

Thank you all for your input and suggestions. I will put them all into practice and keep you updated on my progress.

Quote:

Originally Posted by United

Can anyone out there give me any help.

I am a sales rep for a company where the majority of our clients are motor mechanics. I find that the information I give about our product generally grabs their attention but there is something missing. We are fairly new to the market and our product comes with certifications that most of our competitors cannot offer. Even though the people I approach and talk to are impressed by what we offer im still finding it difficult to close a deal.

Any suggestions as to what i might be doing wrong or how i could improve?

Thank you in advance.

i think you may be showing your product and solution before asking ALL the required questions first. There is a process to follow.

Steve

Do you sit down with prospects to calculate the cost of living without your solution? I've found that when prospects see the numbers on paper, they start thinking differently. hey don't agonise over your price but agonise over the cost of the problem.

part of my diagnosis with committed prospects is to calculate the expected ROI. It's pretty effective.

sounds like your pitch needs development.
take an interest in your clients business, show him how your service is going to better his business, keep it personal, remember your helping him... read in to consultative selling.... good luck

Quote:

Originally Posted by salesman

sounds like your pitch needs development.

Of course it needs improvement. Plenty of it.

Now I give you a bit more context, which I initially neglected. By the time I meet prospects in-person, my automated system has qualified the living daylights out of them. I request them to come to the meeting with all their business documents and a $5,000 signed cheque. They also know that if they give me the typical "I have to think it over", I take the cheque for my troubles, and we both go home. Deal is over.

When we meet we do a detailed diagnosis and an expected ROI analysis. I respect people's time and by the time we meet they know I'm not much for small talk, until the prospect becomes a client.

What prospects also find that I become a drastically different person once money exchanges hands and they make a commitment to proceed.

Consultative selling: When I read it years ago it was great. Then I read stuff from Jeff Thull, Jill Konrath and Michael Nick, and decided to unlearn the whole consultative selling stuff. Not because it's wrong. But because for my analytical mind this new number-centred approach works better.

I'm meeting a buyer on the phone next week. I've already got the cheque. if we proceed, I cash it. If he decides to back off, I shred it. But the cheque shows commitment.

It may be the military in me, but I want to meet only prospects who've actually demonstrated commitment not merely talked about it. I know this is not typical. I'm 45 and have only 75 years to go. And I don't to spend most of those 75 years meeting tyre-kickers. So, I've beefed up my marketing and lead disqualification process.

One of our clients is a company that sells computerized repair manuals to auto mechanics. They have three big competitors that have almost 85 percent of the market. Our client’s salespeople used to hear all of the same kind of objections. Now, they are eating up market share. Here’s how.

1. They only give appointments to mechanics who are willing to consider a new supplier.
2. They get a commitment from the prospect that they will make a buying decision
during their first meeting.
3. They immediately develop a Relationship of Mutual Trust and Respect (not rapport.)
... a) When the prospect trusts the salesperson, they trust their products.
... b) When they respect the salesperson, they rely on their technical advice.
4. The salesperson and prospect agree and commit to every feature of their products and services.
5. They have a thorough discussion of all of the benefits and detriments, further enhancing trust and eliminating unfulfilled expectations.
6. They do a sum-up of all commitments and the prospect gets to create his/her own close.

Quote:

Originally Posted by JacquesWerth

3. They immediately develop a Relationship of Mutual Trust and Respect (not rapport.)

Thanks a lot for this baby, Jacques.

Let's re-read the last section on "no rapport please."

I think this rapport stuff that creates a phoney energy in the air and prospects don't know what to make of this salesperson.

But I may be totally wrong as I usually am.

Are you able to offer a free trial? Can you give a demonstration? Can you link it up with something that shows its reliability?

	#11
marky	United If 85% of your customers are coming up with the same objection I'd be inclined to handle it before it comes up. In other words in your pitch / presentation acknowledge that it is brand new and unique and has USP's which are x,y and z. this then does 3 things; firstly it adds value; secondly it stops you getting the objection and thirdly it gives your customer the words to use when they sell it to their customers. Hope this helps

	#12
Snowman	United What’s the benefit or advantage for your customers to use your product? What problem do you solve or what opportunity do you help them to exploit? Snowman

	#13
United	Thank you all for your input and suggestions. I will put them all into practice and keep you updated on my progress.

	#15
Bald Dog	Do you sit down with prospects to calculate the cost of living without your solution? I've found that when prospects see the numbers on paper, they start thinking differently. hey don't agonise over your price but agonise over the cost of the problem. part of my diagnosis with committed prospects is to calculate the expected ROI. It's pretty effective. __________________ Raise your sight! Blaze new trails! Compete with the immortals! Tom “Bald Dog” Varjan Request your free copy of "B2B Online Business Development Insider For Wise Buyers" at http://www.varjan.com

	#16
salesman	sounds like your pitch needs development. take an interest in your clients business, show him how your service is going to better his business, keep it personal, remember your helping him... read in to consultative selling.... good luck

	#18
JacquesWerth	One of our clients is a company that sells computerized repair manuals to auto mechanics. They have three big competitors that have almost 85 percent of the market. Our client’s salespeople used to hear all of the same kind of objections. Now, they are eating up market share. Here’s how. 1. They only give appointments to mechanics who are willing to consider a new supplier. 2. They get a commitment from the prospect that they will make a buying decision during their first meeting. 3. They immediately develop a Relationship of Mutual Trust and Respect (not rapport.) ... a) When the prospect trusts the salesperson, they trust their products. ... b) When they respect the salesperson, they rely on their technical advice. 4. The salesperson and prospect agree and commit to every feature of their products and services. 5. They have a thorough discussion of all of the benefits and detriments, further enhancing trust and eliminating unfulfilled expectations. 6. They do a sum-up of all commitments and the prospect gets to create his/her own close.

	#20
Wonderboy	idea Are you able to offer a free trial? Can you give a demonstration? Can you link it up with something that shows its reliability?

HELP!!! Cant seem to close

Closing the Sale