Sales Closing Scripts Are A Waste Of Time, Get Prospects To Close Themselves
Sales Closing Scripts Are A Waste Of Time, Get Prospects To Close Themselves
When many people think of closing, they think of moments that might be depicted in the movie the Boiler Room. You might envision telling someone they are going to miss out on a “great opportunity”. Or maybe you can hear yourself uttering the words of “I would hate to see this pass you by…” Movies like Wall Street, Boiler Room are fun but they aren’t reality. These movies are an exaggeration of reality and you would go broke trying to put their tactics into action in your business.
Quite honestly closing scripts don’t work. Most sales closing scripts are designed to cram any possible prospect into what you are offering. There isn’t any product or service that everyone needs to have and that is why most sales closing scripts fail. You just can’t close everybody and when you try too hard to do that you will end up facing rejection. When most
sales professionals and entrepreneurs face rejection regularly they start to develop bad habits of NOT making their calls causing a powerful downward spiral.
You might be thinking, if I can’t close, how do I get the sale?
Just because you aren’t hammering someone with the hard close doesn’t mean your phone conversation loses focus. Instead of pressuring your prospects with the heat lamp, I would invite you to consider getting them to close themselves. Sales closing scripts that get prospects to close themselves are based on asking interest piquing questions and follow three basic principles
Let them know what you are offering isn’t for everyone – Getting prospects to reach for your help by the end of your call means letting them know you aren’t trying to sell them anything. By letting them know at the very beginning you aren’t trying to
“sell” you will allow them to lower their defenses so they can listen to every word that you utter.
Let them know you are looking for a match – Shortly after letting them know you aren’t selling, share with them that you are looking for a match of your product/service with the right prospects. When you tell them that you only want people where their need matches up to your offering they will listen closely and qualify themselves for what you are sharing.
Present them an opportunity – Don’t let your prospects guess if they are a fit. After you have asked them a few questions, let them know if they are a match (or if they aren’t) and what the next step is. Make it easy on them! If it’s an office meeting, give them two times to meet, if it’s getting out their credit card, ask them which card they would like to use.
When you start your
calls with the mindset that you don’t have to close anyone your calls will be easier and your sales will increase. Stop searching for sales closing scripts and start asking more questions.
Discover 67 interest piquing questions that will get prospects closing themselves. Start today with my free 5 day (yes you can skip ahead) video powered course. – www.QuestionsThatSell.com
Todd Bates is a national Marketing and Business coach. Through his programs, such as Todd Bates Systems, he shares innovative systems to help businesses owners and sales professionals dramatically grow their sales.
His systems cover a broad base from sales conversion to marketing on a budget. The strategies that he shares have enabled him to net over 1 million dollars a year since the age of 24.
Article from articlesbase.com
Find More Sell My Movie Script Articles
