In our sales training in Asia including Limitless Selling, Successful Sales Strategies and How to Close Every Sale, we teach the following simple 3-steps BMW approach to closing all sales:
Step 1 B: Buy from Your Prospects
Yes, don't sell anything to your prospects and instead buy from them. Buying doesn't mean you must buy like what you do in a retail shop, buy means buy whatever they are doing now. If they are now in the process of upgrading their computer system, you need to buy their work by saying that you will be happy to pay them lots of money if you were their customer
Once you bought from your prospects, you become their customer and you are no longer their vendor! We know people treat customers better than they treat vendors. From now on you gain their trust and respect for you are one that no just care for them but take action on the people you care.
Step 2 M: Make them Money
After you have bought from your prospect, you have to make them money. Here you offer them ideas, strategies and tactics that allow them to make limitless money on what they have now.
Following our above example of your prospect in the process of upgrading his computer system, you offer them ideas, strategies and tactics that make them limitless money, like how they can do more with less with the new system, how they can avoid being hacked by installing firewalls and how to lock their computers with physical locks.
Step 3: Wait for them to Ask You Questions
By now your prospect will be so elated with you for you have not just bought something from them, you have also given them (without condition and monetary consideration) ideas on how to make money with what they have.
They will simply ask you questions, and your job is just to answer their questions. Once you answe their questions, you have the sale! Typically your prospects will ask you one or more of these questions: you seem to know a lot, what do you do? You don't come all the way to offer free consulting, how can I help you? Did your company send you here with a purpose? What is it that you have that I can take a look?
Written by Andy Ng, Chief Trainer Coach with Asia Trainers. Andy is conducting How to Close Every Sale course (the 75th run since 2001) on this Friday 7 April 2017 2 to 5.30 pm. Details are at here:
HOW TO CLOSE EVERY SALE (75TH RUN SINCE 2001)
Outsell Your Competition with Winning Sales Strategies
Date: 7 April 2017 Friday 2 to 5.30 pm
Venue : The Plaza 02-346, 7500A Beach Rd (inside Parkroyal Hotel building)
Fee: $199 each, $149 each for 2 and above, $99 each for 5 and above (with 1 FREE Seat)
Statistics show that 80% of all sales started wrongly, that is why they did not result in a sale. This is due to lack of proper sales techniques. For example, many still sell base on over-promise and making statements, when they should be asking questions and offering choices.
In this How to Close Every Sale seminar, you will learn proven strategies to increase your sales, systematize your selling process and build a strong reputation. Most importantly, get more $$ from your daily work
Focused around our proven methods including Small Sales Funnel and QAQAQA coaching materials, you will bring back and implement strategies that work...
POWER-PACKED CONTENTS INCLUDE:
- How to OPEN Sales with Question Funnel
- Selling Yourself
- Reading Buying Signals
- Handling Objections like a Pro
- The Ultimate Sales Formula: P-FAB-PA
- Selling to Different VAK Types
- How to Agree when you disagree with them
- Top 15 Closing Techniques and another 68 closing techniques
- Creating a Sense of Urgency
- Going All or Nothing
- Preventing Buyer Remorse
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