TELEPHONE SEMINAR SPEAKER JOBS

7. Give yourself the last word.

Eliminate the anxiety of waiting for the final call that will tell you whether the sale is going to happen. Instead, schedule a time for getting back to each other during your conversation. This eliminates chasing. Simply suggest, "Can we plan to get back to each other on a day and at a time that works for you? Not to close the sale, but simply to bring closure, regardless of what you decide. I’m okay either way, and that’ll save us from having to chase each other."

You'll find that these suggestions make selling much less painful because you stay focused on the truth instead of the sale. The truth is, the more we release the idea of needing to make the sale, the more sales we will likely see.

1. Here are seven important steps to follow:

2. 1. Don't assume the sale.

   Prospects are used to the traditional buyer-seller relationship. They assume you’ll pressure them. Therefore, they may decide not to tell you things that make them vulnerable to pressure. Until you’re sure you know the complete truth, you can never assume the sale is yours.

2. Keep making it easy for potential clients to tell you their truth.

Toward the end of your conversation, ask, "Do you have any more questions?" If the answer is no, follow up with the 100% final truth gathering question: "Now, are you 100% sure that there’s nothing else that I can do on my end to make you feel more comfortable with this situation?"

You’ll be amazed how often people will reply, "Well, actually, there’s one more issue..." It’s at this point that you really start to hear their truth.

3. Call back to get the truth, not close the sale.