I have been looking for a book for a very long time that would tell me how to close customer objections. I was looking for a high-quality book about sales, where practical advice would be given, and I found it.
The true path to success in sales is to find out what customers want and provide it.
Actively search for everything that your customers want, and help them see its connection with your product.
->
When they clearly see what they want, show them how to get it.
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Once you light the fire of desire, customers will want to follow the steps that you want them to take.
Regardless of what you are selling, the process consists of 11 steps:
1. Make an appointment
2. Show up prepared
3. Know your customer’s main issues
4. Prepare a list of key points
5. Ask lots of questions
6. Be compelling
7. Create and use anxiety
8. Provide confidence
9. Be grateful
10. Always assume the close
11. Talk about the customer
The author advises you to track your calls, interviews, and the sales process to find out which calls work best.
Also, a very interesting point, which, in my opinion, is very important, but which many people forget about, is to go not according to the presentation, but according to the pain of the client. Once the customer has said the reason why he can't make a purchase, you need to dig deeper, asking "Why?". This way you will gradually be able to remove the objection.
Another very interesting point is that the reasons that people give are often not the real reasons for their decisions. You have to go past the stated reasons and find the real ones.
The book is very good. I read it in one breath, and I recommend it to everyone.
I will one hundred percent apply aspects from this book in life and in projects, there are a lot of useful things in the book, this is a real storehouse for salesmen, I sincerely advise you, must have.
