Page 37 - Banking Finance August 2020

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o Ask the Question that almost will produce a "Yes" People and companies who don't follow-up, who do nothing
Response to build up that trust and relationship, cannot succeed,
o Ask Permission to Take Notes especially in today's tough economic climate. People need
to be sure they're making the right decision before they
o Use the Power of the Word "Why" commit to a purchase.

"Big Three" Objections Formula for success in sales

o No Need 1. Be passionate about the profession of selling
o Not Now
2. Believe in your product
o Price
3. Believe in your company
4. Believe in being a good professional by practicing
Closing and Handling Objections
integrity
o Always Ask for the Order
5. There is no substitute for hard work
o Use the magic of Story Telling
6. Practice persistence, don't quit.
o Challenge your Prospect
7. Be a possibility thinker. Always look at possibilities and
o Use " Therapy" Questioning Technique potential. Be optimistic

o Handle the Price Objection with a Quotation 8. Be knowledgeable about your product, service and
o Answer Objections with New Information industry.
o Be Professionally Persistent 9. Evaluate your performance, daily, weekly, monthly and
with each evaluation, note three positive things you are
o Ask the Prospect for an "OK" rather than a "Signature"
doing and three things you need to improve until the
o Leave an Order Form When the Answer is not "Now," next evaluation. Reinforce the positive and replace the
"No," or "I need higher Approval" negative.
o Under Promise and Over Deliver 10. Be enthusiastic -it shows belief in your product and in
o Provide Extra Services your profession.
o Re-assure After Closing the Sale 11. Empathize with your prospect. Put yourselves in the
other person's shoes.
Sales Execution 12. Become a high energy person. It shows you have a clear

o Pre-sales activities destination and the determination to achieve it. Avoid
o Sales activities burnout.
o Post-Sales activities 13. Build self-esteem and display self-confidence.
Some Fascinating Sales Statistics 14. Don't procrastinate. Learn and practice the phrase-'Do
it now'.
8% of sales people get 80% of the sales
15. Develop pride in performance. No matter what you do
Only 2% of sales occur at a first meeting
it with great pride.
People in business often hope and expect to do business the 16. Do the right thing ,the first time and every time.
first time they meet a prospect. Yet studies reveal that only
2% of sales occur when two parties meet for the first time. A sales Toolkit

1. Ample number of business cards
Research suggests only one in 50 deals are struck at a first
2. Brochures, flyers, the address of the company and
meeting, yet many sales people give up after just one or
website details
two knock-backs. Perseverance will give you a major edge
on competitors. 3. Product catalogue or brochure

BANKING FINANCE | AUGUST | 2020 | 37