One Call close

tbeezy

Does anyone have a recommendation of a book that covers "one call close" techniques?

I'm surprised to not find many (or any) sales book on one call closes. I know there must be a ton of info out there, but it is only a chapter or two in another book. That makes it hard to find.. at least for me.

Thanks

Sell4alivn

TB...

What type of product do you sell?

Just curious.

Sell4alivn

tbeezy

windows, siding, doors, gutters

Jim Klein

I think the best thing you can do for learning a one call close is to master the sales process. That coupled with an unwavering belief in your product and a desire to put the prospects needs ahead of your own, you can't help but close the sale on the first call or disqualify the prospect and move on to the next.

__________________
Jim Klein - The "Sales Advisor" Helping salespeople worldwide achieve mastery, come "from the heart" and positively impact lives with perfect solutions.
http://www.fromtheheartsalestraining.com

tbeezy

yes but that is true with any kind of sale. i am more interested in techniques that are specific to this type of sales situation (one call).

tbeezy

anyone????

Jim Klein

When you speak of techniques I get the feeling you are looking for a magic bullet or short cut. If you go through the steps of the sales process and you truly have a prospect who is ready, willing and able to buy the close should happen without the need for techniques other than asking for the order.

tbeezy

I am INDEED looking for a short cut. By definition, the sales process in a one call close is much more condensed than if I met with the customer 3-4 times before asking for the order. It is a lot like comparing a screwdriver to an electric drill. Both do the same exact job, but the process is different.

So, a short cut (electric drill) isnt always bad, right?

By techniques, I mean ways to achieve need/want/trust/afford in 2-3 hours.

I agree that closing a sale is only possible when a prospect is ready, willing and able to buy. I sell top end home improvement products. Our stuff is 3-4x more expensive than what you would pay at Lowes or Home Depot.

I need to convince prospects to buy my siding for 35k when they know they can get it done for 8k.

My product demo lets people see that the product is worth the investment, but it is hard to get a commitment for 10-50k after just a few hours.

Skip Anderson

Few salespeople have the skill to sell in a one-call close environment as you describe. I applaud you for wanting to learn more about it.

I spent quite a few years doing that kind of selling, so I know about the challenges you face. Here are some quick suggestions (which you already are probably doing):

- Prospects agreed to see you because they had an interest in your product. Your job, in a nutshell, is to turn that interest into revenue.

- You must build trust through your likability and your sincere concern for the prospect.

- You must anticipate objections in your presentation to knock them down before the prospect discloses any false or real objection. Prospects love the status quo and they get paralyzed by it. You must unparalyze the prospect.

- You must get the prospect to agree to minor closes throughout the process, which build sales momentum to the final close. If they can't agree on minor points throughout the process, they'll never agree to purchase.

- You must close flawlessly with no hesitation.

- Even though you knocked down objections in your presentation, you still have to be prepared for them because they'll be there 99% of the time. Know what to do and what to say for every common objection ahead of time (we need to think about it, it costs too much, etc, etc.) so when they come up you're well prepared to handle them.

- You almost always have to ask for the business several times, or until a real objection disqualifies the prospect.

Obviously, volumes could be written about one-call close selling, so this is just a brief discussion of some of the basic concepts.

Btw, I recently had a conversation with another sales trainer (corporate guy) who implied that B2C selling was not real selling (you can read the story on one of my recent blog posts if you wish). Some of the most highly skilled salespeople in the profession do the kind of selling you do, tbeezy.

Skip Anderson

__________________
Selling to Consumers
B2C Sales Training

tbeezy

Thats what I thought, but I can't find ANYTHING that has more than a few pages on the subject.

Thanks for taking the time to give me some great ideas!!

Tyler