One Call close

toolguy_35

why is the sales process more condensed? you're still doing the same things, identifiying needs, meeting them, dealing with objections, etc. there IS no short cut, in my experience, if you follow the process and do the job right, then the close is effortless.

I have always believed that a failure to close is MY fault, not the fault of the customer. It means _I_ did something wrong somewhere.

remember there are no low probability prospects, only low probability sales people

Pat

Thomas

Have you found anything yet on one call closing Tyler?

PiJiL

Sell It Today, Sell It Now — Mastering the Art of the One-Call Close™ CD #16283

The book & the CD Set..............

I help businesses in Telecommunications and 70% all of the purchases are on the first call, clients spend between 12-70K in 40 minutes.

The other 30% are 70K plus and require more time.

I love this CD set and it uses a very simple thermometer to register degrees of resistance and dominant reasons to buy.

Hope you enjoy its sucess as much as i have

BTW: I dont werk for Hopkins

sellin4alivin

Try Zig Ziglar's Secrets of Closing the Sale.
I too am a one-close sales professional and yes it is a learned skill that can not be learned with one book or video tape. This book will help you with that closing ratio, but do not expect to be closing anything over 25% right away. ( the most accepted closing ratio on one sits is around 30%). It took me 20 years of B2C learning and selling to have a consistent 50-55 percent ratio.I commend you on wanting to learn this side of sales and welcome to the race.


sellin4alivin

Ace Coldiron

Conversion rate in this type of sales is effected by lead generation source. If the lead comes from a direct response marketing campaign such as print or broadcast advertising, 50-55 percent would be modest for a skilled professional. If the lead is generated by a call center or by a give-away program, conversation rate would be considerably lower.

In any event, in front of qualified, ready-willing-able propects, a good closing rate can be above 85 percent, even in the face of competition.

Skip's advice on this topic is very sound. However "You must close flawlessly with no hesitation." would benefit from further clarification.

sellin4alivin

I do agree with you Ace, but, windows and doors are a very competitive field and we deal with a slew of people whom have no idea of budgets or have unrealistic price expectations. Marketing is always hit and miss with being able to generate qualified buyers. I have a 90% closing ratio on inbound appointments and referrals. Give me anyone who says they can achieve an 85% constant closing ratio on cold called telemarket leads and I attach myself to their hip for a week.

rich34232

Read Brian Tracy ,Zig Ziglar,Tom Hopkins
They are apliicable to one call closing. Your closings you use today can be used in the one call closing by simply adding a closing statement concerning moving forward today.
What is stopping you today from moving forward .Do you have concerns about my proposal that is making you hesitate today.etc.

Polysquared

Oh boy, I give those a lot of credit for wanting to learn the one call close. I've done that in the past for 2 years selling home improvements with no base salary and commission pay only. However it was highly rewarding and life changing. Imo, if you can create a sense of urgency and develop an attitude to not take no for an answer, you'll do just fine. Good luck and keep learning!

Gary A Boye

Share with us examples of how you create a sense of urgency and the behavour reflected in not taking no from a customer--so that others can understand.

I'm wondering why there would be an urgency from one day to the next--unless of course the home had suffered crisis-type damage,

__________________
Gary A. Boye
Senior Editor,
Selling Journal/SalesPractice

rich34232

The one call close
There are no magic bullets or one size fits all or one type of selling that works on all people. Over the years I have discovered many different ways to communicate effectively and move forward with the ownership exchange today. I have done 300 dollars to 32,000.00, and 105,000.00 dollar deal on a one call close. I do a 9,000-15,000 one day close once a month with b2c.

I have discovered that roughly 75-80% of my sales are relationship sales and the rest is split between educating and consulting with the client.

The relationship is discovered by talking to the client and finding out what is important to him or her. It could be money, the issue, and the vacation they just had, sports team whatever it is find it. Find this and ask questions that give you information about the client. This information will give you a plan or way to communicate. Communicating in a way that the client fully understands is paramount.

Forget your technical knowledge at this time. The old adage that the client does not care what you know until they know you care is spot on. Once you have discovered the personality and mood of the client start to move forward. Tie the key points to the client’s important hot spots whenever you can. The client informs the sales professional how he or she wants to be talked to and what is required to know prior to moving forward. Become familiar with the clients body language, tone of voice and what words are expressed with different intent. Taking the time to understand the client and their motivation is very important. None of this is about me or my organization at this time. It is all about the client.

There is so much more to this than what I have described and I would like to touch on the three different levels. The relationship becomes tied together both professionally and personally.
Educating the client happens when the client has little to no knowledge of the product, service. It is teaching and communicating in a style that gives them knowledge to make a wonderful decision that best fits their life.

Consulting the client when he or she has knowledge either confirming that the proper knowledge fits the requirements and when it does not guide the client to understanding why it does not and move him, her towards the right direction.

Building value is required with every client. The value must be more than the dollar amount. During the rapport building you will discover what is value and valuable to the client. Eventually what the sales professional knows is required to shine wait for that time and then bring it out and still use terms that the client knows and understands. It is extremely difficult to bring a client back when technical terms are used making them feel stupid. With each level of client the discovery of what words to use will be explained to the sales professional and how technical you can be during the presentation of solution.

Remember it is how you say it more than what you say. You can say anything as long as it is framed in a ethical, intelligent ,respectful way.