HELP!!! Cant seem to close

Quote:

Originally Posted by Wonderboy

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

That seems like a very good and logical idea. However, if they don't thoroughly trust you, they won't trust your demo or any other proof that you show them.

Although I am more then happy to provide them with literature that they can then pass onto their customers they would often rather not have to go through the "effort". I put forward to them they they can use our product as a second option of sale that they can sell for a higher price and in return earn a higher profit for the exact same amount of work. They generally like the idea but still no orders[/quote]

Is it possible that they say "no" to an otherwise good idea because they doubt their ability to sell your product successfully to their customers (and gain the benefits of your product -- higher price/higher profit.)? It sounds like your customers are your sales force, selling to their customers. That's the sale that gets you "orders." If you want them to sell for you, you have to make them confident they can do it -- and handing out literature won't get it done.

ps. Search this site for Jaques Werth and look up "High Probability Selling." It might be really helpful -- especially the qualifying part.
Tom

Quote:

Originally Posted by Bald Dog

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.

Here's the thing, I also sell to mechanics (tools) one of my biggest tools (pun intended) for selling to them is the rapport I have with them.

I get them to think of me as a friend. And as a scrupulosly (sp) honest guy who will treat them fairly. Now this requires that you BE honest and TREAT your customers fairly. But a personal relationship cannot but help your sales.

Guy, product knowledge and belief in your product will get you further than anything else.
pat

Quote:

Originally Posted by JacquesWerth

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

I started a topic about the meanings of Trust and Respect Trust and Respect because it comes up alot. What does Respect mean to you Mr. Werth?

	#22
tom behr	Although I am more then happy to provide them with literature that they can then pass onto their customers they would often rather not have to go through the "effort". I put forward to them they they can use our product as a second option of sale that they can sell for a higher price and in return earn a higher profit for the exact same amount of work. They generally like the idea but still no orders[/quote] Is it possible that they say "no" to an otherwise good idea because they doubt their ability to sell your product successfully to their customers (and gain the benefits of your product -- higher price/higher profit.)? It sounds like your customers are your sales force, selling to their customers. That's the sale that gets you "orders." If you want them to sell for you, you have to make them confident they can do it -- and handing out literature won't get it done. ps. Search this site for Jaques Werth and look up "High Probability Selling." It might be really helpful -- especially the qualifying part. Tom

HELP!!! Cant seem to close

Closing the Sale