June-July 2005

COACHINGTRAININGWORKSHOPS

Closing The Sale®

After presenting a workshop on "Turn Leads Into Business" recently, some of the participants said they would like to have a workshop on "Closing The Sale." I agreed, set a date, and began research and preparation. As I reviewed my files, library and the Internet, I discovered a lot of information on this subject. I read phrases such as, "Sum up the benefits and features of the product." "Ask when they would like the article to be delivered." "Ask if they would like to take advantage of the time payment plan, etc." "Ask if it will be cash or charge." "Let the customer know that this may be his last opportunity to make the purchase." None of these phrases struck me as brilliant sales strategies and I found the last sentence almost offensive.

Sometime during the research and workshop creation process, my husband and I went shopping for rings. We have a milestone anniversary coming up and my husband, Bob, wanted to upgrade my wedding rings by having new diamonds set in the old mounting or having my current diamonds set in a new mounting, or even new rings. I went along reluctantly because I'm very attached to my original rings and all of the sentiment surrounding them.

We went to a local jewelry store that is part of a national chain where my husband has purchased several nice pieces of jewelry for me over the years. One of their staff, Jim (not his real name), had assisted Bob with his earlier purchases and was there to greet us. He smiled, shook hands with us and asked us to be seated and offered us cold drinks of water. He asked questions to learn what we wanted. As a gemologist, he gave us information we could trust about my original rings. He spent considerable time with us studying my rings with his equipment, making suggestions, and showing us new rings.

He never rushed us or made us feel that we were asking foolish questions. He noted that my original diamonds would be difficult to set in new mountings and would not be as pretty as we wanted. He congratulated us several times on our anniversary. He offered a number of options. Jim also cleaned my rings and other jewelry I was wearing. Jim was the epitome of service. He didn't rush me to make a decision. I think he saw the happiness of that young bride of years ago reflected in my eyes and wanted me to be happy with our decision even if it didn't result in a sale.

We told Jim we needed to think about this decision and left. We stopped for a soft drink and talked more about our choices. I know that whatever we do, it will be with Jim at this particular jewelry store. He closed the sale in the first five minutes of our visit. He closed the sale without asking us any of the questions listed at the beginning of this article. In fact, he closed the sale without ever asking for the sale!

How in the world did he do this? Let's look at some of the principles Jim exhibited in our interaction.

• Focus on prospective client. It's always about the prospect. It's not about you closing the sale. When you focus on the prospect, listen well, ask questions, and establish a relationship, you are automatically working toward closing the sale.
• Commitment to filling the prospect's needs. The prospect wants to learn about what you offer. You have the resources to fill their needs. Concentrate on identifying their needs and filling them and you are well on your way to closing the sale.
• Share professional knowledge and expertise. There is lots of competition in the marketplace. If you are not trained, qualified and professional, your potential client will find someone who is. You can't be too good at your job.
• Serve as a resource for options. Sometimes, prospects don't have enough information to know what they really need or want. You are the expert. If you ask good questions and listen well, you are in a good position to offer options. You may even customize a solution for your prospective client. That's almost a guaranteed close for a sale.

The most important thing I learned from Jim is that closing the sale actually begins in the first fifteen seconds of interaction with prospects. It's not something you do after a calculated step by step process. It's not the end of the process. It's an integral part of the entire process.

To learn more about closing the sale, you are invited to attend my workshop which is described below.

Closing The Sale^®

Presented by Donna M. Reed, Trainer and Life Strategy Coach
Tools For Achievers

Wednesday, July 27, 2005 from 11:30 am to 1:30 pm
Kingfisher Restaurant, 2564 E. Grant Road, Tucson, AZ

Learn the key principles in closing the sale along with tips and strategies to make the process result in "win-win" solutions for everyone involved.

Learn the "Do's" that are necessary for every successful sale closing. Identify your own unique style of selling and create closures that work!

Donna has been offering business workshops for twenty years. Her sessions are interactive, informative, valuable and fun!

Cost of $25 includes workshop, networking, luncheon, comprehensive handouts and copy of booklet, "Networking Tips That Build Powerful Connections."
To register, call (520)299-8199 or click here.

 

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Surviving Large Events

If walking into large groups of strangers at networking events makes your heart skip beats, remember that he/she who asks the questions holds the power. Most of the other people are feeling uncomfortable also. Questions can break the ice and get conversations flowing. They can also take the spotlight off of you and allow you to get to know others better.

Some questions that are safe and easy to respond to include questions about the weather, sports, traffic, etc. Keep these questions in mind the next time you attend a large event and see how much you learn about others while feeling comfortable and enjoying yourself!"

  - Donna M. Reed, Trainer and Life Strategy Coach

Networking for Fund Development

If you serve on a non-profit Board of Directors, you know that one of the key functions of boards is to raise funds. Many of us balk at the idea of asking for money or helping with fund raising events.

I offer a workshop, "Networking for Fund Development" that is designed to assist board members develop new attitudes toward fund raising while learning techniques and strategies for creating long term funding sources. If you are on a non-profit Board of Directors or involved with an organization to raise funds, call me at (520)299-8199 to see how this workshop can assist you and your organization.

"Donna Reed's workshop, "Networking for Fund Development," helped the Board break through fundraising barriers."
-- Diane Katz, Ph.D., Chairman, Board of Directors, The Haven

Copyright © 2005 Tools For Achievers