Closing the sale is extremely difficult when you're dealing with a procrastinator.
This is a very short lesson which
makes a powerful selling point.
I suggest you read it twice and write it down so you'll have it on an as needed basis.
Why do procrastinators procrastinate?
Knowing the answer to
this question can remove the obstacles when you try closing the
They procrastinate because they don't
know what the next step
If they don’t know what it
is, they can’t take it. It's that simple!
If you are currently dealing with
a procrastinator who professes real
interest but keeps putting you off you’re probably dealing with a
They don’t procrastinate intentionally.
It’s just in their buying DNA.
This is a short lesson but it makes a powerful point. Please don’t
underestimate the potency of this question.
Here’s a great question to
ask to help you get the ball rolling
with all the procrastinators you encounter.
The single best question to motivate
to take action is . . .
would have to happen for you to place an initial order of three
units of our new XYZ product?
The key words are "What
would have to happen." Trust me it works.
Insert whatever is appropriate for the situation after the phrase "What
would have to happen."
This question works like magic.
It literally forces the procrastinator
to think what the next steps ought
to be. He tells you what the steps are and at the same time he tells
himself what the steps are. Yippee!
I can’t tell you how many times
I've seen this work.
It may be the single best way to
You'll be closing the sale more frequently
when you know how to handle
the procrastinators you encounter.
Okay, there's one more lesson
And I have a special offer for you
- but you'll have to wait three more days.
Let's go sell something . . .
Publisher - Start Selling More Newsletter
- You've almost completed "The Art Of Closing The Sale"
Closing the sale is very important,
but you should recognize that
asking questions is the essence of selling.
If that's true, why are so
many salespeople unable to ask really good questions?
Ask any professional comedian to
give you 12 of his best jokes and
he won't blink or hesitate before he enthusiastically
shares them with you.
Ask almost any sales representative
to share his 12 best customer
questions and you're likely to get a blank stare
in return. Long after the
comedian has told his jokes, most salespeople are
still trying to
remember the questions they ask.
can get my 12 best questions here.
You can get my new Sales Manual titled,
"57 Sales Tips
To Reinvent And Differentiate
You From Your Competition."
- If you missed seeing any of the first
5 lessons you can
get them here.