MDRT sales idea 16- Securing the Sale

MDRT sales idea 16- Securing the sale

People buy on emotion and justify with logic

The process
Disturb the prospect
Present alternative situations’
Focus on the best solutions and take some actions


The questions
Where are you now?
Where do you want to be?
How do you get there?


Closing
Is there any other solutions?
Can you see another way of solving this problem?

If I can show you a way at a price you can afford to get what you want
Will you do it?
Will you do it now?
Will you do it with me?

Price is not the issue, feeling satisfied is

The client’s perception of the value you offer determines whether they’ll do it

All decision is Value based, confidence based and risk based

Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com

“The first sales is to yourself”


Check out previous articles at: http://salesmgt.blogspot.com/

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