techslog

Secret #1: Top Closers spend more time disqualifying their prospects than they do qualifying them. While their competition is trying to generate leads, the top closers are trying to find buyers. They don't spend their time pitching unqualified leads; rather, they spend their time up front finding out what the prospect's unique buying motives are by finding out why the prospect won't buy. The top closers send out the least amount of leads, but they have the highest closing rates in the office.

Secret #2: Top Closers aren't afraid to ask for the deal. In fact, they ask many times, in many different ways, all through the sales process.

When first speaking with a prospect, they will often ask things like, "When are you looking to make a decision on this?" And "Besides you, who else is involved in the decision-making process?" Also, during the presentation or close, they use trial closes to gauge how it's going and which direction they should take. The bottom line is that they expect and assume the deal-and get it.

Secret #3: Top Closers always ask for larger orders, and they often get them! They know that it's much harder to start small and go up, but starting large gives them the ability to drop the amount and still get an order. In fact, getting half of what they initially ask for is sometimes twice as much as what their competition asks for. Getting larger orders is one of the quickest ways of doubling sales revenue, and it's an important strategy of top producers.

Secret #4: Top Closers ask the tough questions in the beginning -- questions regarding how the decision process works, who is involved, what the time frame is, and what and when the budget will be available. Most other sales reps are afraid to ask these questions for fear of making their prospect mad. But top closers know that the real buyers will give this information while "tire kickers" won't. They know that these tough questions scare off time wasters and reveal buyers.

Secret #5: Top Closers listen to and question "red flags." Red flags are those responses you get when the prospect says something that you know is going to be a problem later on -- things like, "We're getting five other quotes," or "We're pretty happy with our current supplier but wanted to check around." Most sales reps will let these red flags go and hope they don't come up again. But the top closers question and disqualify out.

Red flags usually reveal time wasters and top closers would rather spend time looking for and closing real buyers.

Secret #6: Top Closers aren't afraid of "No's." In fact, they expect and are prepared for them. They understand that not everyone they speak with will buy from them, so they have developed ways to make every call successful. For example, if they can't get a lead or sale on a particular call, they find a way to develop a relationship and to become the first company their prospect will think about the next time they are in the market. This way, they are always successful when they hang up the phone.

Secret #7: Top Closers are prepared in advance for the reflex responses and objections that prospects use to blow off 80% of the other sales reps who call them. Objections like, "We're not interested," or "We already have a supplier," or "We don't use that," are easily handled by the top closers because they use effective and prepared rebuttals that allow them to get past this initial resistance. This allows top closers to stay in control and to get through to buyers and decision makers. Anticipating and overcoming initial resistance is a key skill of the top producers.

To listen to an audio recording of the remaining Secrets, as well as a bonus 10 more, please visit: http://www.mrinsidesales.com/audio.htm