Salespeople often ask me…why is your closing ratio so high Bill? Following is a quick summary of what I do. You may find a few tips that will work for you. My experience has shown me that on every call it is important to first become present within myself before entering the meeting and remind myself to “also listen to understand not just to respond, advise, defend and sell”. What I do sounds much like a “long affirmation”…I am open, flexible and prepared for unexpected directions, situations, objections and questions and am client focused, solution driven and relationship sensitive. I am relaxed, non-pressuring, honest and am my funfilled self in a respectful manner and remain unattached to a specific outcome. I create client value by really knowing my business and as much about the client’s business as possible. I always present value before price (client’s financial investment).The results! I continually receive an amazing amount of business from unprescribed sources. I also let the client know I would really like to have the contract and will deliver beyond expectations…and I give examples. This approach at this time is gaining me more than 90% of the business where this is a win/win fit! Again, this is my experience these days. Are there some elements in here that “ring a bell for you” or “can be used by you more often”?
“If you have found this blog article to be valuable for you, I would be grateful if you “shared” it with your Social Media Networks. Also feel free to circulate it by e-mail or other means internally within your organization or externally to your clients, suppliers and personal and business network. Thank-you!” – Bill Gibson
Bill Gibson is a Canadian who is living in South Africa. He is an international speaker and author and a developer of sales, service, marketing, collecting, employee morale building, personal development and entrepreneurial training programs and systems. His blog is www.bill-gibson.com and his website is www.kbitraining.com. He can be reached at bill@kbitraining.com or phone +27-11-784-1720 in South Africa. You can follow Bill Gibson on Twitter: @billgibson1, connect on LinkedIn: https://www.linkedin.com/in/gibsonbill or Knowledge Brokers International SA Pty Ltd Facebook Page: https://www.facebook.com/knowledgebrokers?ref=hl