If you do a good job at closing on points as you move through the sales process, it should lead to you closing on the sale. That phrase will be repeated through this posting for emphasis. Closing on a point occurs during your sales discussion at the end of your comments in QACF, prompting the client to provide feedback. The feedback from the client is usually one of four attitudes: Acceptance, Skepticism, Indifference, or Objection. These attitudes may also be revealed by the client/prospect without you asking.
There are at least 6 good reasons to close on points:
1. It reveals and validates an attitude.
2. It helps determine if you need to ask more questions.
3. It helps you determine if you need to deliver more value.
4. It can lead the customer to sell themselves.
5. Validate your understanding of what they're saying.
6. Demonstrate engagement with the contact (active listening).
As stated before, if you do a good job at closing on points as you move through the sales process, it should lead to you closing on the sale. If the customer rejects the sale, there is most likely a true objection that has not been addressed.
How To Close On Points
Your goal is to get and build acceptance. Ask questions which prompt "yes" responses along the way. Doing this increases the chance of the prospect giving you a "yes" answer in response to us helping them with a Value Opportunity. And, it increases the chance of getting a "yes" answer on the sale. For example, "So, do you see how we can help you with your branding?" and "Would that help you increase your sales?"
Closing on a point can be hard or soft. Media advertising examples --
Hard: "Is that somebody you would advertise to get in front of?" "Would you advertise in order to get customers like that?"
Soft: "Are those the types of people you're trying to get in front of?" "Is that the kind of person who would be a potential customer for you?"
Their response when you present Value Propositions will reveal their attitude. Remember, most salespeople want to hear acceptance. If you can be skeptical and remove emotion from your call to remain objective, you will be better at recognizing attitudes. The degree of their response is directly tied to the degree to which you probe to fully understand their Value Opportunities.
Additional Tips
* Speak to their agenda, not yours.
* Don't assume that a Value Opportunity is accepted. Ask the question to tie down.
* Balance empathy with aggressiveness.
* If you are closing on points properly, you can uncover and respond appropriately to attitudes so that closing on the sale will be assumptive or soft.
* If you do a good job at closing on points as you move through the sales process, it should lead to you closing on the sale.
The Erie Sales Club is a joint effort of three leading local businesses: Jameson Publishing, Marsha Marsh Real Estate Services, and VertMarkets.
adidas outlet store, http://www.adidasoutletstore.us.com/
ReplyDeletelouis vuitton outlet, http://www.louisvuittonoutletstore.name/
ed hardy clothing, http://www.edhardy.us.com/
longchamp outlet, http://www.longchampoutlet.name/
ray ban sunglasses, http://www.raybansunglassesonline.us.com/
oakley sunglasses, http://www.oakleysunglassescanada.com/
cheap wedding dresses, http://www.cheap-weddingdresses.net/
asics, http://www.asicsisrael.com/
true religion jeans, http://www.truereligionjeanscanada.com/
hermes birkin, http://www.hermesbirkin.org/
lebron james shoes, http://www.lebronjames.us.com/
nike air max uk, http://www.nikeairmaxshoes.org.uk/
beats by dr dre, http://www.beatsbydrdre-headphones.us.com/
michael kors bags, http://www.michaelkorsbags.uk/
true religion jeans, http://www.truereligionjeansoutlets.us.com/
ray ban sunglasses, http://www.ray-bansunglassess.in.net/
nike huarache, http://www.nike-airhuarache.co.uk/
louis vuitton, http://www.louisvuitton.in.net/
cheap mlb jerseys, http://www.cheapmlbjerseys.us.com/
michael kors outlet, http://www.michaelkors-outlets.us.com/
swarovski jewelry, http://www.swarovski.in.net/
designer handbags, http://www.designerhandbags.us.com/
mulberry outlet, http://mulberryoutlet.outlet-store.co.uk/
the north face jackets, http://www.thenorthfacejacket.us.com/
nike roshe, http://www.nikerosherunshoes.co.uk/
mcm outlet, http://www.mcm.in.net/
hollister, http://www.hollistercanada.com/
ugg boots, http://www.uggboot.com.co/
0925maoqiuyun
crx123
ReplyDeleteAs louis vuitton outlet online with oakley sunglasses all uggs outlet correlative baseball bats data, woolrich jackets outlet it burberry is michael kors outlet important kate spade outlet not ugg australia to michael kors outlet suppose instyler ionic styler a uhren cause levis jeans effect gucci handbags relationship burberry here pandora between ugg boots health abercrombie and fitch and air max giving. louis vuitton outlet online All gucci uk we polo ralph lauren outlet can glasses online say celine handbags is mont blanc that nike there polo ralph lauren outlet online is moncler jackets sale very hermes belt strong oakley evidence uggs outlet that north face outlet if nike air max you louboutin are salvatore ferragamo concerned tiffany about uggs church chanel finances, michael kors outlet online sale you cheap barbour jackets would michael kors canada be toms shoes outlet wise michael kors to oakley sunglasses cheapnike roshe longchamp handbags easton batstiffany and co
canada goose coats
ReplyDeletecheap uggs
ralph lauren polo
miami dolphins
longchamp handbags outlet
tiffany and co
chicago bulls
michael kors handbags wholesale
canada goose outelt
canada goose outelt
coach outlet online
prada outlet online
mulberry outlet store
michael kors outlet
snow boots
air max shoes
puma outlet
air jordan 4
ysl outlet
hermes belt for sale
mm1121
polo ralph lauren
ReplyDeletembt shoes
ugg outlet
ray ban sunglasses
coach outlet
true religion outlet
asics
swarovski jewelry
michael kors handbags
louis vuitton handbags
michael kors clearance
michael kors outlet online
fitflops shoes
tory burch shoes
oakley sunglasses
soccer jerseys
coach outlet
futbol baratas
true religion jeans
beats by dre
tory burch outlet
polo ralph lauren
hermes bags
ray ban sunglasses
coach outlet
canada goose outlet
mulberry outlet
michael kors factory outlet
lebron james shoes
michael kors factory outlet
lululemon outlet
north face jackets
fitflops sale clearance
polo ralph lauren
ugg uk
true religion jeans
longchamp outlet
cheap nfl jerseys
celine outlet
uggs clearance
cai20150106
linyuan0411
ReplyDeletecartier sunglasses
cartier watches
burberry sunglasses
dior sunglasses
louis vuitton sunglasses
chanel sunglasses
chrome hearts
chrome hearts outlet
prada sunglasses
cartier outlet
police sunglasses
gucci sunglasses
versace sunglasses
cazal sunglasses
Cheap Jordans For Sale
ReplyDeletenike kobe sneakers
michael kors handbags
tiffany and co uk
kobe shoes
oakley vault
michael kors outlet
air huarache shoes
kobe shoes
http://www.oakleystoreonline.us.org
ugg outlet
huaraches sale
michael kors factory outlet
air jordan shoes
air jordan retro
michael jordan shoes
Air Jordan 11
michael kors outlet
michael kors outlet
fitflop sandals
tiffany and co outlet
huaraches shoes,men huaraches,women huaraches,kid huaraches
michael kors handbags
20160420libinlacoste polo shirts
ReplyDeletemichael kors uk outlet
nba jerseys
air max 90
pandora outlet
thomas sabo outlet
mulberry outlet
coach outlet online
soccer jerseys
hermes outlet
mbt shoes
rolex watches
louis vuitton neverfull sale
nike roshe
louis vuitton bags cheap
thomas sabo uk
louis vuitton bags
basketball shoes
mulberry sale
kobe shoes
fitflop sale
cheap mlb jerseys
michael kors factory outlet
true religion jeans
michael kors outlet
hermes birkin bag
timberland shoes
michael kors outlet online
michael kors outlet
mulberry outlet
beats headphones
oakley sunglasses
pandora jewelry
fitflop clearance
true religion jeans
Kobe 9 Elite
ReplyDeleteNike Huarache Nm
Nike Air Huarache
Nike Kobe 9
Huaraches Nike
Nike Air Huaraches
www.2016nikeairhuaraches.com
All Balck Huarache
christian louboutin sale
christian louboutin shoes
christian louboutin store
christian louboutin 2016
christian louboutin store
christian louboutin
red sole shoes
louboutin shoes
louboutin shoes
christian louboutin outlet
cheap jordans for sale
jordan 13
jordans 2016
jordans shoes
jordan 11 legend blue
jordan 13
Air Jordan 11 Retro 72 10
cheap jordan shoes
cheap jordan shoes
20160506meiqing
ReplyDeleteadidas nmd
ralph lauren outlet
true religion jeans
puma shoes
chi flat iron
louis vuitton outlet
ray ban outlet
polo outlet
toms wedges
asics outlet
adidas superstars
louis vuitton borse
burberry uk
stephen curry shoes
converse sneakers
kate spade outlet
basketball shoes
adidas gazelle
michael kors purses
ray ban sunglasses
coach outlet
lululemon sale
gucci outlet
converse shoes
yeezy boost 350
nike air max
coach outlet online
skechers shoes
christian louboutin outlet
discount nike shoes
lacoste outlet
air force 1
pandora charms
canada goose
lululemon outlet
burberry handbags
cartier watches
louboutin
longchamp handbag
nike air max
hermes birkin bag
ReplyDeletetrue religion uk
babyliss flat iron
burberry outlet
prada sunglasses for women
timberland boots
ralph lauren outlet
ralph lauren outlet
swarovski crystal
burberry outlet
michael kors online
louis vuitton handbags
cheap jordans
soccer jerseys
timberland boots
oakley sunglasses wholesale
nfl jerseys wholesale
toms shoes
fitflops sale
mulberry handbags
chrome hearts
ferragamo outlet
nike blazer pas cher
michael kors outlet online
tiffany jewelry
polo ralph lauren
herve leger dresses
reebok shoes
ralph lauren uk
ray ban sunglasses
true religion jeans
rolex watches for sale
cartier watches for sale
rolex watches outlet
coach outlet
20160524caihuali
oakley sunglasses wholesale
ReplyDeletecazal outlet
swarovski outlet
tiffany and co jewelry
fitflops outlet
michael kors handbags clearance
nike store uk
louis vuitton handbags
hermes belt
camisetas futbol baratas
asics,asics israel,asics shoes,asics running shoes,asics israel,asics gel,asics running,asics gel nimbus,asics gel kayano
polo outlet
longchamp pas cher
cheap oakley sunglasses
mbt shoes
michael kors handbags
nike air max
cheap replica watches
ralph lauren uk
longchamp outlet online
hollister clothing
polo ralph lauren
michael kors outlet online
oakley sunglasses wholesale
coach outlet
ralph lauren pas cher
louis vuitton handbags
michael kors outlet online
cartier watches
ray ban sunglasses
rolex watches
fitflops clearance
timberland shoes
omega watches
ferragamo shoes
chanyuan0611
true religion shorts
ReplyDeleteralph lauren uk
michael kors outlet
adidas trainers
coach outlet
michael kors uk
ugg boots paris
basketball shoes
adidas outlet
oakley sunglasses wholesale
ugg outlet
cheap oakley sunglasses
louis vuitton handbags
ray ban wayfarer
ray ban sunglasses
cheap cartier watches
louis vuitton borse
louis vuitton
christian louboutin outlet
tods shoes
coach factory outlet
louis vuitton outlet stores
air jordans
cheap oakley sunglasses
christian louboutin outlet
insanity workout
ray ban sunglasses
coach outlet
ugg outlet
louis vuitton
toms shoes
true religion outlet
christian louboutin chaussures
louis vuitton outlet
gucci handbags
official michael kors outlet
true religion outlet
asics shoes
true religion jeans
toms shoes outlet
20168.25wengdongdong
coach outlet canada
ReplyDeletetiffany jewellery
michael kors bags
cheap nhl jerseys
mulberry handbags
michael kors handbags
ugg australia
uggs clearance
coach outlet store
ugg boots
chanyuan10.08
adidas yeezy boost
ReplyDeleteburberry outlet
ed hardy
abercrombie kids
wholesale nike shoes
ralph lauren outlet
michael kors outlet
coach factory outlet
coach factory outlet
michael kors bags
20161110caiyan
coach handbags
ReplyDeletemichael kors handbags
cincinnati bengals jerseys
cheap oakley sunglasses
michael kors uk
ray ban sunglasses
new balance shoes
ugg outlet
ravens jerseys
ugg outlet
oakley sunglasses wholesale
ReplyDeleteugg boots
coach factory outlet
valentino shoes
patriots jerseys
los angeles clippers jerseys
ugg outlet
kate spade outlet
nike air huarache
new york giants jerseys
giants jerseys
ReplyDeleteyeezy boost
pandora charms sale clearance
louboutin shoes
discount nike shoes
coach factory outlet online
discount oakley sunglasses
curry shoes
dansko
ralph lauren outlet online
20170620yuanyuan
eToro is the #1 forex trading platform for new and pro traders.
ReplyDeleteNhờ thành phần dưỡng chất và dược chất đa dạng như vậy mà công dụng của nhân sâm hàn quốc tại tphcm cũng vô cùng phong phú giúp con người bồi bổ sức khỏe nhan sam han quoc ngăn ngừa, điều trị nhiều thể bệnh khác nhau.
ReplyDeleteشركة الشعلة مركز الشعلة
ReplyDeleteشركة تنظيف بالرياض شركة تنظيف بالرياض
شركة نظافة شركة نظافة بالرياض
شركة تنظيف منازل بالرياض شركة تنظيف منازل بالرياض
شركة تنظيف منازل شركة تنظيف منازل بالرياض عمالة فلبينية
تنظيف المنازل شركة تنظيف منازل بالرياض عاملات
شركة تنظيف شقق بالرياض شركه تنظيف شقق بالرياض
شركة تنظسف شقق بالرياض الصفرات شركة تنظيف شقق بالرياض الصفرات
شركة تنظيف الشقق بالرياض شركة تنظيف الشقق بالرياض
تنظيف فلل بالرياض شركة تنظيف فلل بالرياض عمالة فلبينية
شركة تنظيف فلل بالرياض الصفرات شركة تنظيف فلل بالرياض الصفرات
شركة تنظيف فلل بالرياض شركة تنظيف فلل بالرياض
تنظيف مجالس بالرياض شركة غسيل مجالس بالرياض
شركة تنظيف مجالس بالرياض شركة تنظيف مجالس بالرياض
شركة تنظيف مجالس شمال الرياض شركة تنظيف مجالس شمال الرياض
تنظيف كنب بالرياض تنظيف كنب
شركة تنظيف كنب في الرياض شركة تنظيف كنب في الرياض
شركة تنظيف كنب بالرياض شركة تنظيف كنب بالرياض