Qualifying vs. Closing the Sale
by: Teri Samuels
The Art of effective question asking (qualifying) determines the effectiveness and the success of the "close".
EXAMPLE: Let's assume you're a candy sales rep. You sell both chocolate and non-chocolate candy. I'm your potential customer. You know nothing about me but you're trying to sell me chocolate candy. You proceed to tell me how great the candy tastes, how exquisite the texture is, how incredible the quality of the chocolate is, and, by the way, how affordable this candy is because your company is doing a promotion on this outstanding chocolate candy. However, you don't sell me a single piece of chocolate candy.
WHY?
You assumed I liked chocolate candy and I would buy it based on the information you provided. But the most important thing you forgot to identify or ask me is "do you like chocolate candy?".
The answser is "no, I hate chocolate candy?". But since you never took the time to understand me as your potential new customer, you lost today's sale and future sales a well.
Better Approach: I'm still the customer, you're still the candy sales rep. You're still promoting chocolate candy. The difference is - upon meeting me and establishing a rapport, your first question might be:
"Do you like chocolate candy?".
My response "no, I never eat chocolate candy".
Your response "you never eat chocolate candy, why?".
My response "because I'm allergic to it".
QUESTION: Do you believe it would make any difference to me, the customer, how the chocolate looks, tastes, is processed, or even how affordable it is? Your answser should be "no". However, just because I don't eat chocolate candy doesn't mean I don't know a number of other people who love chocolate candy. Also, you sell hard candy not just chocolate candy, so maybe the next question would be:
"Do you eat any kind of candy?".
My response "occasionally".
Your response "when you say occasionally, how often is that?".
My response "2 to 3 times per month".
Your response "when you do eat candy, what type of candy do you eat?"
My response "hard-type, mint candies".
Your response "have you ever tasted our incredible hard, mint candies?".
GET THE PICTURE? "Its all about asking, not selling." Once you have identified what's important to me, the customer, you have positioned yourself to sell me what I want - not what you have.
About The Author
Teri Samuels Accomplished sales trainer, recruiter, manager, and consultant. Currently co-owner of United Sales Training , a company developed out of necessity to help individuals and companies understand the importance of effective selling and communication skills, through the introduction of personalized selling tools focused around the "keep it simple" approach. Follow our "tried and true" system and we'll guarantee the results. tsamuels@unitedsalestraining.com
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Unique Wedding And Shower Candy Favors With Personalized Candy Wrappers
Unique Wedding And Shower Candy Favors With Personalized Candy Wrappers
by: Chris Robertson
One of the hottest wedding and shower favor ideas these days is candy. Personalized candy wrappers with your name and wedding details offer an alternative to the traditional tulle and ribbon wedding candy, the ubiquitous Jordan almond. Whether you choose a bar of Belgian chocolate wrapped in embossed foil or a chocolate candy rose with a personalized ribbon and tag, personalized candy favors are the kind of sweet treat that guests love to take home.
Most companies that offer personalized chocolate candy wrappers give you a wide variety of styles and kinds of candy to choose from. A particular favorite with many brides are miniature 1-inch square chocolate candy. Bright foil candy wrappers are stamped with brides, grooms, wedding bells and doves to further the happy couple?s wedding theme. Full size candy bars with personalized wrappers average about ...
Unique Wedding And Shower Candy Favors With Personalized Candy Wrappers
Chocolate > Unique Wedding And Shower Candy Favors With Personalized Candy Wrappers
Best Recipes: Chocolate Goody Bars
Best Recipes: Chocolate Goody Bars
by: Donna Monday
Every once in a while, you?ve got to treat yourself for being good, you know? You work hard, you put up with other peoples wants, needs and desires. Well, now it?s time to take a break and give yourself a little chocolate TLC. These Chocolate Goody Bars are definitely an indulgence. A sweet indulgence of chocolate, vanilla, and peanut butter. You will adore the crispy chocolate, floating over a cloud of vanilla frosting, sitting on top of deep rich fudge cake. Mmm . . .
1 19.8-oz pkg. fudge brownie mix
? cup cooking oil
2 eggs
? cup water
1 16-oz. can vanilla frosting
? cup chopped peanuts
3 cups crisp rice cereal
1 cup creamy peanut butter
1 12-oz. pkg. semisweet chocolate chips
Directions
Preheat oven to 350 degrees.
Grease a 13x9x2-inch baking pan; set aside.
In a large bowl, stir together brownie mix,...
Best Recipes: Chocolate Goody Bars
Chocolate > Best Recipes: Chocolate Goody Bars
Tips for Finding the Best Student Credit Cards
Tips for Finding the Best Student Credit Cards
by: Morgan Hamilton
Student credit cards bombard freshman every year. Parents should be sure to discuss the issue of student credit cards with their college student before they leave home. It is an attractive idea for a student to get their own credit card, especially if they are far from home. However, they need to be sure to get a good card and to use it responsibly.
Low Limits
The best student...
credit repair
Chocolate > Tips for Finding the Best Student Credit Cards