Tips & Advice — Page 16

The Doubt Close

Jun 29, 2020 by Jessica Geisler Leave a Comment

Updates from Marvin Montgomery
Sales Tip #496 From The Sales Doctor
The Doubt Close
This is a great closing technique to use when the customer is expressing doubt about their purchase.

The Doubt Close works by pre-empting their doubting thoughts. If you echo these thoughts, it saves them from having to think the same thoughts. When they accept these, they will begin to trust you and hence will be ready to accept
suggestions of other things to think.

You can express their doubt either about the product, price, or the readiness of the person for the product, but make this a relatively weak and easily challenged statement.

Make sure you pause to let the person disagree, which a contradicting person will almost certainly do. If they do not challenge your doubt, then smoothly continue with a summary of everything so far.

Examples:
I don’t know if this product is the right thing for you.
I’m not sure if you’re ready for this.

Try this technique the next time your customer is uncertain about making the purchase. It works!

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Silence Can Never Be Misquoted!

Jun 22, 2020 by Jessica Geisler Leave a Comment

Updates from Marvin Montgomery
Sales Tip #495 From The Sales Doctor
Silence Can Never Be Misquoted!
Sometimes holding your tongue can have benefits, such as avoiding hurt feelings or an unnecessary argument.

Silence can also be effective when you are with a customer. I’m sure you have heard the expression “Be careful not to talk yourself out of the sale or back yourself into a corner.”

Remember that selling is not telling and talking. It’s actively listening and asking the right questions.

When you unscramble the word listen, it spells silent.

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Ben Franklin Close

Jun 15, 2020 by Jessica Geisler Leave a Comment

Updates from Marvin Montgomery
Sales Tip #494 From The Sales Doctor
Ben Franklin Close
Ben Franklin Close: also referred to as the Balance Sheet Close, in which the salesperson and the prospect build together a pros-and-cons list of whether to buy the product or service, with the salesperson making the case that the pros outweigh the cons.

It also provides a visual for the Prospect so they become more engaged and it’s a great way to sell value and not price.

A word of caution! Only use this technique if you are 100% sure that the pros will outweigh the cons.

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What You Think Produces How You Feel

Jun 8, 2020 by Jessica Geisler Leave a Comment

Updates from Marvin Montgomery
Sales Tip #493 From The Sales Doctor
What You Think Produces How You Feel
When you choose to see things from a positive perspective, it changes how you feel. The only thing keeping your old negative feelings in place is your thinking. “As a man thinketh in his heart, so is he” (Pr 23:7). Since you didn’t get negative overnight, you won’t get positive overnight. So start by replacing your negative thinking with thoughts that are applaudable. Deal with destructive thoughts like you deal with flies at a picnic: shoo them away.

The bottom line is that if you do not control your negative thinking, your negative thinking will control you.

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Don’t Let Your Mask Mask Your Smile!

Jun 1, 2020 by Jessica Geisler Leave a Comment

Updates from Marvin Montgomery
Sales Tip #492 From The Sales Doctor
Don’t Let Your Mask Mask Your Smile!
During a recent training session, one of the participants stated that one of his stronger attributes was the smile that is now covered by his mask.

I reminded him that even though they might not see your smile, it still shows in two specific areas: your eyes and the tone of your voice. So even though your mouth may be covered, continue to smile because your customer can see it in your eyes and hear it in your voice.

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A Little Extra

May 26, 2020 by Jessica Geisler Leave a Comment

Updates from Marvin Montgomery
Sales Tip #491 From The Sales Doctor
A Little Extra
Life Coach and Author Art Williams said, “You beat 50% of the people by working hard…the other 40 percent by being a person of honesty and integrity and not being afraid to take a stand for what’s right…the last 10% is a dogfight.”

If you want to be a winner, make up your mind to always do “A Little Extra.”

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Laughter Is The Best Medicine!

May 18, 2020 by Jessica Geisler Leave a Comment

Updates from Marvin Montgomery
Sales Tip #490 From The Sales Doctor
Laughter Is The Best Medicine!
“How strange, thought Perdu, that one laugh can wipe away so much hardship and suffering. A single laugh and the years flow together and…away.”

Bebe Winans says it best in a song. Laughter does good just like medicine. Click on the link below and enjoy.

https://youtu.be/pv0EeJVKCkc

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We Cannot Direct The Wind, But We Can Adjust The Sails!

May 11, 2020 by Jessica Geisler Leave a Comment

Updates from Marvin Montgomery
Sales Tip #489 From The Sales Doctor
We Cannot Direct The Wind, But We Can Adjust The Sails!
During these challenging times, I’m sure all of us have felt that the winds are not blowing in our favor. This quote reminds us that you cannot direct these winds but we can make sure we adjust our attitudes.

A Positive Attitude will provide you with a Positive Outlook. A Positive Outlook will provide you with a Positive Outcome.

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Five Steps To Breaking Bad Habits

May 4, 2020 by Jessica Geisler Leave a Comment

Updates from Marvin Montgomery
Sales Tip #488 From The Sales Doctor
Five Steps To Breaking Bad Habits
Do you have any bad habits? I know I do so this tip is also for me.

Whether it’s being chronically late, interrupting people while they are talking, eating the wrong foods, losing your temper, or spending too much time on social media, a bad habit can impede your happiness, health, and social relationships.

To change some bad habits, Susan Krauss Whitbourne, Ph.D. says it may require professional help, but understanding the basic principles of behavior change can give you a head start on the process:
1. Decide that you really want to change and convince yourself that you can.
2. Gain insight on what is causing the habit.
3. Set reasonable goals at first
4. Measure your progress and don’t be discouraged by occasional slips
5. Seek additional support if your habits are proving harder to change

By breaking down the change process into five measurable goals, you’ll be on your way to breaking those bad habits.

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“Can’t” Is Just “Can” That Lost Its Faith

Apr 27, 2020 by Jessica Geisler Leave a Comment

Updates from Marvin Montgomery
Sales Tip #487 From The Sales Doctor
“Can’t” Is Just “Can” That Lost Its Faith
Unfortunately, a lot of people have a tendency of focusing on what can’t be done instead of what can be done, especially when it comes to closing sales.

I’ve heard a lot of excuses lately. I can’t because of the economy, I can’t because they won’t return my call, I can’t because of competition, I can’t because of the pricing, I can’t because they need to think about it.

Several years ago, I did two keynotes for companies that were kicking off their sales seasons. The first president’s opening remarks focused on what can’t be done and was happy if the company sales stayed flat. The other president focused on what can be accomplished, and reinforced that the company is positioned to win.

The second company ended up the year 19% ahead while the first company ended up in the red.

Stop focusing on what you can’t do and begin focusing on what you can.

Can’t is just CAN that lost its Faith!

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