The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible pdfdrive com

Telling Is Not Selling
There’s that adage again. That’s because your most effective way of
presenting is by taking every important piece of information that you have to
convey and rephrasing it as a question. Instead of saying, “This costs $295 per
person,” say, “Do you have any idea how much something like this normally
costs per person?” Once you have asked it as a question, you will have the
prospect’s complete attention when you answer.

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The Trial Close
Begin using the trial close very early in the presentation. It is one of the most
powerful of all closing techniques, and it can be used throughout your selling
work. Sometimes it is called the signpost close or the check close. You use it to
find out if you are on the right track or to check if what you are talking about is
important to the prospect. It is a wonderful way to get feedback continually
throughout the presentation.
The beauty of the trial close is that it can be answered with a no without
stopping the presentation.
You: “Do you like this color?”
Prospect: “No, I hate it; it’s the worst color I’ve ever seen.”
You: “No problem, we’ve got lots of other colors you would like better.”

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Ask for Feedback
Some of the most popular trial closing questions that you can ask are:
Does this make sense to you so far?”
Is this what you had in mind?”
Do you like what I’ve shown you up to now?”
“Would this be an improvement on your current situation?”
“Are we right so far?”
“This new photocopier will produce 150 copies a minute versus the standard
of 100 copies per minute. Would this be important to you in your
business?”
“No, I don’t think so. We never need to produce a large number of copies in a
short period of time.”
“No problem, this machine has several other features that I think you will
really like.” And then you go on with the presentation.