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What's Your Opening Average?

By: Teri Samuels, Fri Dec 9th, 2005 04:59:29 PM

"Closing the Sale" remains the focal point of selling and training, but ... how do you Close the Sale if you don't know how to Open it?

The most overlooked steps in the selling process are:

1. Establishing rapport - Not BS

2. Effective qualifying - asking questions.

These two steps will make or break your "Opening" average.

Help the customer feel comfortable with you by taking a sincere interest in their specific problems or challenges.

Ask specific, yet "non invasive" questions to better understand your customers' specific needs or wants. Clarify your understanding of their issues.

Regardless of the type of product or service you sell the fundamental foundation of selling (Qualifying) will always remain the same.

"Closing the Sale" becomes seamless when you eliminate the guess work, remove the obstacles, and understand your customer's buying style and motivation. This step is accomplished in the "Opening" not the "Closing".

The most effective way to accomplish this is by asking relevant, specific questions.

To improve your "Closing Average" you will need to improve your "Opening Average".

The quickest way to achieve this is to have a well thought out selling process with your primary focus on Qualifying.

To learn more about your selling strengths and weaknesses and how to improve them take advantage of our annual promotion. Receive a mini evaluation, which quickly identifies your strengths and weaknesses to get you on track fast. Included, you will receive a Free list of effective, qualifying questions and how to use them. Email Teri at tsamuels@united salestraining.com for promo information.

About the author: Teri Samuels, CEO - United Sales Training (http://www.unitedsalestraining.com), 20 years as a Professional Sales and Marketing Troubleshooter, Trainer, Recruiter, Upper Level Manager, and Consulting Professional. Dedicated to the "keep it simple" approach.

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