. This short article is part of our collection on Becoming An All-Star Sales Person. To-day, we'll focus on an important facet of the Post-Close. Discover supplementary information about open in a new browser window by visiting our tasteful website.
Remember, there are three reasons for doing a post close. One: you confirm the facts of the agreement. Two: you expel buyer's regret and stop cancellations: Three: you require referrals. Today, we'll examine number two: reducing buyer's remorse.
It is essential clearly to eliminate buyer's remorse. Certainly, it is frustrating and demoralizing when a customer or client cancels his agreement.
A very powerful tool to prevent termination is to place your client later on, satisfied with his decision using the three major senses-seeing, hearing and feeling. This can be based on developments in psychology called Neuro-linguistic programming or NLP.
Here is an example of how you can eliminate buyer's regret by putting your client in the future: When you see your first sydney and we talk about it, you'll feel great about what you are doing today.
What I'm doing is closing the contract by driving my client to feel well as time goes on, after his first quarterly report is seen by him and we speak about it. By associating his future good feelings with what he's doing today, I helped seal the agreement.
Here is another example of getting the client within the future: When you begin to see the road from your driver's seat in this new-car, and you speak to your wife about how great you feel driving it, you're both likely to be happy about what you are doing today!
It is very important to use all three major senses as you do not know which is the dominant one that your client uses to take in fact. Remember that every person has a primary feeling that he uses for perceiving outside world. I enter into that in more detail in my book, 'All Star Attempting to sell.'
That which you have just done-you've learned another important part of the post-close by guiding your client regarding how he will feel as time goes on. Utilizing the three major senses of seeing, hearing and feeling touches all of the important bases. Utilize this principle professionally or personally and help more folks keep their agreements.
If you'd enjoy watching videos that share similar information from what you've just read, visit http://www.stanleyfidel.com/free and we'll send you links to receive 20 free videos on various facets of the selling process. Good-bye and good marketing.
Stanley Fidel could be the founder of Fidel Communications Co. Inc, specializing in marketing, recruiting and sales training since 1979. This prodound the link essay has endless refreshing aids for the purpose of it. Stan can also be the author of Start-Up Telemarketing published by John Wiley and Sons, and All-Star Selling, published by Little Books of Wisdom. He's helped more than 500 companies to set up the programs they had a need to increase their sales. Get 20 free videos on closing sales and getting an All-Star Sales person at http://www.stanleyfidel.com/free. Dig up more on this affiliated wiki by visiting selling skills for entrepreneurs.