Pinpoint the Need - Provide Two Killer Options and Get the Sale

Sometimes the enthusiasm you have for your product or service is contagious. At other times your enthusiasm can confuse your prospects. Just because you have a passion for copiers, life insurance or any other product doesn't mean your prospects share that passion.

Don't confuse passion with energy. Energy is great because it can get the prospect moving through your scripts to get closer to the sale. When you use your energy to ask interest piquing, laser focused questions you can get the prospect to be eager to make an investment in your offering. As you receive calls, have face to face meetings, I invite you to consider the following sales tips to get you the sale.

• Identify the Prospects Need - Whether you are making cold calls or responding to calls from your marketing identifying the need of the prospect will shorten your call time and allow the prospect to feel as though you truly understand what is most important to them. Don't immediately assume what they call on is what they "need". For example should someone call asking about the Blur-Ray players you have available the inexperienced salesperson thinks they need a new DVD player. This is not likely the situation at all! The prospect's need could be anything from understanding more about players, what a good gift item could be, to what will work best with their existing entertainment system. Identifying the biggest need of the prospect will help you to give them the best possible options.
• Two Killer Options - The rookie sales professional pinpoints a need and tries to hammer on it. They back the prospect into a corner and that causes them to run the other direction. Instead of backing the prospect into a corner once you identify their need give them options where they win and you win. For example for the same prospect who needed a blu-ray player give them two great options that would satisfy their need and get you the sale. You could use a sales script such as "Do you think the 3D Blu-ray player or the traditional Blu-Ray player would be best for you?" Regardless of their decision you still end up with the sale.

The more accurate you become at pinpointing a prospects need the higher your sales volume grow weekly. As you provide great options to your prospects sales will be easier and prospects will quickly turn into customers.

Discover 67 interest piquing questions that will quickly identify a prospects needs and give you the options to get the sale. Start today with my free 5 day sales conversion 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.