powersales handling objections and closing the sale

PowerSales

Globe 0917-555-JOEY (5639)

JoeyPReyes@gmail.com

www.facebook.com/joeypinedareyes

www.facebook.com/powerspeak

@joeypreyes

HAND CLASP

Definition of Insanity

Insanity is doing the same things over and over again and expecting different results.

Sales is the LONELIEST JOB

Sales is the LONELIEST JOB

Everyday your daily DIET is REJECTION

Personal Average?

How many sales did you make last year?

How many prospects did you talk to ?

If you do something often enough a ratio will appear

Once the ratio starts, it tends to continue

Law of averages

Career Stats

Field Goal 49.7%

3 point 32.7%

Free Throw 83.5%

Career Stats

Field Goal 45.3%

3 point 33.7%

Free Throw 83.8%

If you know your ratio you can compete

Work the averages

Make up in numbers what you lack in skills

Law of averages

Sales Activity Calculator

When you get better your ratio will improve

Anyone can get better

Law of averages

"I've missed more than 9,000 shots in my career. I've lost almost 300 games. 26 times I've been trusted to take the game winning shot and missed. I've failed over and over and over again in my life...and that is why I succeed."

Sales is the HIGHEST PAID hard work

and the LOWEST PAID easy work.

"I am not judged by the number of times I fail, but by the number of times I succeed: and the number of times I succeed is in direct proportion to the number of times I fail and keep trying." Tom Hopkins

44% quit trying after the first call

24% quit trying after the second call

14% quit trying after the third call

12% quit trying after the fourth call

94% TOTAL QUIT AFTER THE FOURTH CALL

60% of sales are made after the fourth call

AMAZING STATISTIC

Obstacles to Closing2 of their fears and 1 of yours

Their fears:

Fear of failure

Fear of criticism

Your fear:

Fear of rejection

Why do people buy?

Logic or Emotion?

Emotional Reasons People Buy Keeping up with the Joneses

Love of family

Fear

Greed

Lifestyle

Status symbol

Be accepted

Jealousy

Envy

PowerSales

Handling ObjectionsAre objections good or bad?

Objections are signposts on the way to the sale.

2 Don’ts

1. Don’t Argue

2. Don’t Attack them when you handle their objection

1 Do

Do Lead them to answer their own objection

Handling Objections Feel Felt Found

Put the shoe on the other foot

Change their base

The guarantee

Review their History

Definition of Closing

Closing is the process of helping people make decisions that are good for them

Minor Closes Tie-Down

State a selling assumption and confirm with the buyer and ask…Isn’t it, Don’t you agree? Di ba? Don’t you think?

If the salesman says it they doubt it, but if they say it then It’s True!

Minor Closes Tie-Down

Alternate Choice

Never ask a “say no” question

Minor Closes Tie-Down

Alternate Choice

Porcupine

If the buyer asks a question answerable by “yes” then use the porcupine

PowerSalesNovember 25

New Horizon Hotel

Investment P6,800

Today P3,400

Globe 0917-555-JOEY (5639)

JoeyPReyes@gmail.com

Facebook.com/joeypinedareyes

www.facebook.com/powerspeak

@joeypreyes

Happy Selling!