25 More Ways to Supercharge Your Sales

February 14th, 2014 by Editor

DWM recently published a story on 25 ways to supercharge your sales, but wait, there’s more. Following are 25 more ways to boost your sales, according to Peter Ebner, sales trainer. If you missed the first 25 tips, read about them here.

1. Don’t mention price until after you have made a complete presentation. “Until a prospect knows what they are getting the price will always be too high,” he says.

2. Create a sense of urgency. “If you don’t give them a reason to order today they won’t. Time quickly kills desire.”

3. You must be the last quote in. The first quote becomes the yardstick that everyone competes against, says Ebner. He says to ask, “When are you making your final decision?” and that is when you submit your quote.

4. Never mail or email the quote. Whenever possible deliver it in person, he says. If you can’t go there do it by phone and then submit it in writing.

5. Learn to expect objections. “You cannot eliminate them,” says Ebner. “Learn the responses to the top five objections and don’t leave until you have handled three of them.”

6. Never pause after answering an objection. “It’s not a debate,” says Ebner. “Immediately ask a question or continue with your presentation.”

7. 80 percent of all first objections are false so always test a first objection before addressing it.

8. Agree before addressing an objection. “I agree and I have to think it over,” is a good response,” says Ebner.

9. Use objections to close the sale.

10. Objections are better prevented than addressed. A lot of them can be controlled, says Ebner.

11. Never present a quote at the beginning of a meeting.

12. Don’t quote the job two ways.

13. Never pause after stating the price. “Don’t give them a chance to mention the price,” says Ebner.

14. Don’t use the words price, cost or payment. “Call it an investment,” says Ebner.

15. Focus on the unit price.

16. Use the price difference close to justify a higher price.

17. When the prospect asks for a discount never pause. “Not even for a millisecond,” says Ebner. “A pause means you offer discounts and then the only question is how much.” “If they ask you say, ‘I am sorry but I don’t give discounts. I believe in giving all my clients the best price from the start.’”

18. Always get a commitment before offering a discount. Ebner says if the client asks for a discount the following is a good response: “I don’t think that we can offer a 10-percent discount but if we could, would you give us the go ahead today?”

19. Closing only works if the prospect is already sold. Ebner says if the prospect is not sold don’t go for the sale. “If he is sold, it is easy,” he says.

20. How to tell if the prospect is ready to buy? Ebner advises of the final trial close: “Is there anything you are still uncertain about?” “If he comes back with anything they are not sold which means you cannot close. Address that concern and then go to your final close.”

21. The closing tipping point. If you are not closing you are leaving work on the table. But don’t get discouraged: “Most sales do not occur until the third closing attempt,” Ebner says.

22. Always close on a minor point. “Never say, would you like to go ahead with this job?” says Ebner. “That is asking them to make a major decision.”

23. Use the alternative choice close. An example is: “Would you like them delivered to this address or somewhere else?” “When he answers he just bought,” says Ebner. “Give them a choice between two minor points.”

24. Never speak after a closing session. The first person to speak loses, says Ebner. “We hate dead air. It may feel like minutes but wait.”

25. Use the stall close. It’s a must-know technique. This is used when a prospect can’t make up his mind. “It helps circumvent their indecision,” says Ebner. “Just tell them something like, ‘You can let me know about the size next week.’”

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