Closing The Sale

1. No one can close a sale unless it has been opened properly. Therefore spend a lot of time building rapport with the prospective client and earning trust.

2. To close a sale you must have first, established a need for your service or product. Spend time asking your client questions about their wants and needs and how they will use your product or service.

3. For someone to purchase your product or service they must understand how it will benefit them. A good sales person only makes a presentation after they know what is important to the client.

4. For clients to really know if they want your product or service they need to try it out for themselves. A great demonstration of the product or service allows the client to experience it and builds excitement about owning it.

5. Premature closing attempts prevent many clients from making the purchase of your product or service. To be effective when closing you must first ascertain whether or not your client likes your product or service and how much do they like it.

The biggest mistake most people make in a sales situation is to think that they have to be a strong closer to be effective. Many people attempt to close a sale long before they should even think of closing and therefore turn off the prospective client and end up hearing "I need to think about it or I'll get back to you". The best closers I've ever seen didn't spend a lot of time closing the sale, all of their time was spent doing everything else that would lead them to that point. Then when they got to the "close" they knew that they had a good chance of earning the business. Always remember "If a sale is opened properly anyone can close it, however if it is not opened properly the best closers in the world cannot close it".

Strong Selling,

Robert Kennedy-Edwards
Sales Trainer
www.LeadMeToSucceed.com
COACHING 4 SUCCESS, INC.
bke@LeadMeToSucceed.com
239-948-8080

The Value of A Customer

I was waiting in the lobby at the doctor's office with my daughter when a lady arrived to check in at the front desk. The woman behind the desk asked for her name and then immediately stated in a stern loud voice, "You're late!". The patient looked astonished that she would be reprimanded by the receptionist, as if she were a little girl getting yelled at by her mother. I felt bad for the patient, even if she was late, she doesn't deserve to be treated in a degrading way. Furthermore, I thought to myself, "This receptionist should be treating her with the utmost respect, especially because if it wasn't for this patient, the employee would be out of a job. Okay, if you're late, you may have to wait longer or you may even have to reschedule your appointment. Either way, no one deserves to be treated this way, especially by an employee. What message does this send to the patients waiting to be seen by their doctors? It sends out messages that say, "you aren't important", "you are a burden to my day", "we don't care about you", "we are doing you a favor by being here". How is that for quality customer service? We must train our employees to see the big picture. They need to realize the patients, clients and customers are the only reason they have a job. If the business loses customers, the employees are out of a job. It sounds simple and frankly, it should be. However, employees tend to think in "us and them" terms and believe they are doing right by supporting the owner or boss (or doctor in this case). Yet, they don't realize they need to respectfully work with the customers as if they were on their side. If they can come from this angle, the clients feel acknowledged and respected and problems are easier to work out. Even if the customer is in the wrong, by listening to them and assisting them through the issue, they can often come to a peaceful solution. Training your staff to deal with challenges objectively instead of subjectively will boost their self confidence in dealing with difficult issues before they become confrontations. Learning how to keep emotions in check will help employees deal with the facts instead of bringing in personal opinions and judgments. For more information on coping with emotions in the workplace, contact us at 239-948-8080. http://www.leadmetosucceed.com/ Renee Kennedy-Edwards, MS / President /COACHING 4 SUCCESS, INC.

Positive Medicine 3 Times Daily

If there were medicine you could take for yourself to help you stay in a good mood, would you take it? Okay, let me re-phrase that. We all know there IS medicine out there that can do this...but what if I were to tell you this medicine was legal and free from side effects - would you take it then?

It's quite simple and yet very powerful. What I'm talking about here is positive thoughts put into positive action. Specifically, being nice or saying something nice to someone 3 times a day. It really does work. When you focus your energy towards something positive, you are creating a win-win environment. By doing something good for another person, s/he feels good and you feel good as a result.

It doesn't have to be anything complex or time consuming either. It just takes practice to put the positive thought into action. For example, you are driving to work and are running late. A car next to you wants to get in front of you and normally you wouldn't allow it. After all, you are late and it's not your problem that the car needs to get in your lane.

You decide to be nice and allow the car in front of you. Maybe they thank you, maybe they don't. The point is that you did something good for your fellow person and in turn, you feel good about yourself. This points you in a positive direction for the rest of your day because you did something good. The result is that people are more likely to want to be near you because of your positive attitude and you end up having a great day.

By doing this 3 times daily, you are spreading the focus out for the entire day making it easier for you to remember to do it while spreading out the positive feeling. Some people have found that they can remember better if they track it. Some have it written down on their "to-do" list as a task or goal for the day. Others follow the "coin method" in which they put 3 coins in their left pocket. Each time they do something good for someone else, they move a coin into their right pocket with the goal to have all 3 coins in the right pocket by the end of the day.

Try it out and see what happens. Remember to be genuine in your approach, since it only works with genuine thoughts and actions. I'd love to hear from those out there that try it. Feel free to post your comments on the site or email me with your thoughts.

Positive thoughts to you,
Renee Kennedy-Edwards, MS
President - Executive Coach
COACHING 4 SUCCESS, INC.

www.LeadMeToSucceed.com
rke@LeadMeToSucceed.com