Creatively
Closing the Sale
"It's
important to realize that even when someone is demanding and rude or distracted
and hard to read, you can work creatively to close the sale, and still enjoy at
least something about meeting that person," emphasizes Jeanne Winkle, a national
sales trainer who is enthusiastically launching her new training company, Tough
'n Tender Training and Development.
Jeanne
has developed a unique, professional and successful approach to closing a sale
that she is presenting across the country. Many people only see the "tough
side of a sale," and see "sales" as a scary word. "It conjures
up the image of the fast-talking, arm-twisting salesman for some. For others,
'sales' symbolizes a life of cold calls constant rejection, and the fear of not
being able to 'make it'," according to Jeanne. Some people think they could
never sell for a living—much less enjoy it.
Jeanne
has been involved in selling at some level all of her professional life. She recognizes
that selling is at the heart of every business—selling ideas, selling one's
abilities and selling products or services.
There
are five "E's" for Excellence recommended for a successful sales person,
Jeanne says.
Enjoy
Yourself
Enjoy
Your prospect
Educate.
Be sensitive
Educate.
Really listen
Educate.
Close
To
successfully close a sale, it is important for you to look beyond the "obvious,"
look underneath for a prospect's real needs. Get to know your customers and clients
in the process of making a sale, and be flexible in your approach.
Every
person you work with is different and might require a different approach. Some
of your customers want to be in complete control, others just want to have all
the information in the most precise way so they can make up their own minds. You
always want to emphasize the benefits to prospective customer/client and be sure
you know more than they do about your product.
These
are just a few of the tips Jeanne shares in her sales presentation, "Sell
'em Tough 'n Tender." She has just released a new 108-minute educational
video and audio tape workshop on Closing a Sale using her humorous, soft sell
approach.
©
1994 Gabrielle Parkinson
For more information on training sessions
and the video and audio tape materials, call Jeanne at (707) 442-4649.
