The Power Series Power Close – April 2015
Closing Every Sale and Handling Difficult Objections
- Cape Town – 21 April
- Durban – 22 April
- Johannesburg – 23 April
The close is the most important part of the sale. “If you don’t close you are working for your opposition”. So why is it that so many sales people fail to close the sale? When asked this question in a recent survey Sales people said the following:
- “I don’t want to be pushy.”
- “I don’t think the customer has the money.”
- “I think he might say NO.”
- “I prefer to let the customer make up his own mind.”
- “I wasn’t talking to the decision maker.”
- “If he wants it, he’ll tell me.”
Any of these sound familiar?
Sales people the world over seem to be able to find hundreds of reasons why they should not ask for the sale but if they don’t ask they will probable not get the “yes” they are hoping for. There is, in fact, only one reason why sales people don’t ask for the sale and that is “fear of rejection”.
We don’t like the word “NO”
Learning how to close the sale is the most important part of any sales person’s skills but so few sales people really know how to ask without seeming to be pushy and increasing the chances of getting the “YES” answer we are looking for.
In this Power Series Business Breakfast we will explore how to close the sale in a way that is most effective.
Not all sales go as smoothly as you would like. Just as you think you are able to ask for the business the customer raises an objection and you think you have blown it. Objections are not bad things however, they are the signposts down the road to the close.
Not being able to think on our feet when we’re confronted with an objection is one of the biggest reasons we trip up in a sales call. In this session you’ll learn how to be agile, effective and credible when confronted with an objection.
The trick to handling objections is not to get them and if we do, to have a process to deal with them.
The session will be broken up into two distinct sections: intent and attention
In the intent section you’ll discover ways to stop objections in their path.
In the attention section you’ll discover the process to turning any objections you do receive to your advantage.
Time: 8.00 for 8.30 – 11.30 am
Price: R745 + VAT or book a table for 6 for R4,000 + VAT
Venues and dates:
Gauteng, Randburg – Randburg Towers – 23 April
KZN, Durban North – Sica’s Guest House – 22 April
Western Cape, Newlands – Kelvin Grove – 21 April
To book, please Register here.