The key to success with voice mail  is to come to grips with the fact that on some level most of your buyers despise it and either ignore or delete most of their messages. It is wishful or, more likely, delusional thinking to expect your voice mail messages to actually be returned. However, with a few simple adjustments that make your messages easier for your prospects to deal with, you may succeed in getting many more messages returned and at the same time earn the respect of the people you call.

Here are the top three tips: (more…)

Many prospective clients will want to negotiate or hold back from making a decision. It’s a natural response. They won’t want to give in too easily, even though the product or service is right for them. With someone like this, the benefit summary makes what they’re getting seem like so much, they’d look silly if they held out for something more.

Phraseology: “John, I can appreciate any hesitation you may have about going ahead. However, let me reiterate the benefits you’re gaining by joining our fitness center today. With the plan you’ve chosen, you’re getting 18 months of additional membership for an investment of only two years’ service. You’re receiving three private sessions with a personal trainer. All of our equipment is state-of-the-art, and we increase the number of machines in the club as demand increases, sothere should hardly ever be at ime when you can’t get on the machine of your choice when you want it. There’s always a trainer on the floor to assist you with questions. We offer over forty fitness classes per week. With your initial membership, you’ll receive three 10-day passes for friends (etc., etc.). What aspects of a club were you expecting that we may be missing?”

When he or she replies with the obvious, “nothing,” they’ve bought!

Master this and many other proven-effective closes by reading, Sales Closing for Dummies>>

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

Top professionals in nearly every field of selling understand the value of a good client. Each client’s business not only adds to your personal bottom line, but it can lead to even more business through referrals. However, the best salespeople have learned how to get more business because of an existing client even from a non-referred lead. How do they do this? By getting permission to use the client’s name.        (more…)

If I asked a room full of experienced salespeople how many of them qualify their clients, every hand would go up. If I asked that same group to define qualification, the answers would probably vary to the extent that a newcomer in sales would be somewhat confused. If I then asked these experienced salespeople to deliver their qualification sequence to the group, I’d have to guess that many would not be able to do so. Too few salespeople, even veterans, have proven, practiced methods of qualification. And that’s a sad truth. (more…)

When people think about making a purchase, they aren’t likely to compare talking with you to going to the doctor, but you should make that comparison when preparing to talk with clients. People trust doctors. They usually accept the diagnosis and prescription for wellness with few questions asked. That’s because they recognize doctors as experts in their fields.

Your goal is to have your clients see you the same way. When they have an ache or pain related to your type of product, they should immediately think of calling you. That’s because they’ll be confident you have the right prescription for their ills. (more…)