Eliminate and Neutralize Alternatives

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For this reason, leverage is currency, and it must be used as such. It has value and must be exchanged for value. Effective sales negotiators never give away leverage without getting some- thing of equal or greater value in return.

Buyers derive power at the sales negotiation table through alternatives to negotiating an outcome with you.

The more alternatives they have, the stronger their power position and the weaker yours.

Therefore, your overriding focus throughout the sales bulgaria telegram data process journey must be on improving your power position and win probability by eliminating or neutralizing the buyer’s perceived alternatives to doing business with you.Take Their Pulse Then Close the Deal
These questions vary from taking a prospect’s pulse to see if they are with you, to finding out if a benefit you just listed would work for them, all the way to a trial close.

I often receive requests for questioning techniques to use during the qualification stage.

I’m glad to see these requests, because it means people understand the importance of identifying and then spending time with buyers.

Last week, however, I got a request for questions that could be used during the close or presentation stage. That was a good question, and today’s feature article will cover 5 of my favorites.

All of these questions are crucial to ask during the close, and after you read them, I encourage you to put these into your closing scripts and outlines.

They will give you the feedback you’ll need (and don’t get because you’re not in front of your prospect) to close the sale. To get the most benefit from them, begin using them today.

1. After giving any part of your presentation, you can ask:
“Are you with me so far?” You can vary this with, “How does that sound?” or, “Do you see what I mean?” and, “Does that make sense?”

Always listen carefully to not only what they say, but to how they say it.

And always allow a few seconds after they respond to give them time to add something else.