I own a salon & beauty school and I find that people are scared to make a change in stylists because they do not know what result they will get. A lady said to me yesterday, she wants a change, but she is scared. I think this can really cause a problem when trying to close the sale so to speak. How do you convince this type of person that you pretty much know your stuff and to trust your judgement???
Thanks in advance.
I agree with Kirk...I'm such an opportunist, I always see more and more things I can do...to the point of overwhelming a potential client. There are so many resources and opportunities I can show to people that I have to really reign in just throwing it all at them at once. I need to work on the give and take--stepping back some and letting them ask instead of dumping it all. I need to take the moments to truly listen with intent on what they are saying!
There are 4 steps in overcoming the obstacle in CLOSING.
4. Natural CLOSE.
This is the system I use to check myself throughout the sales process. If I havent qualified them for a product or service, then I am talking the the wrong person. If they just dont have the money or time, I give them resources to help.
If I dont build trust during the rapport stage, then Why would someone want to do business? I then give them the benefits with working with me and educate on my process of service. THEN and only then am I allowed to close. If you skip a step you will know it when YOU ASK FOR THE ORDER. If you missed a step then go back. Mother may I? Yes you may!
I agree, but my problem is that I THINK I am answering their questions, but perhaps not confidently as I wonder am I or am I giving benefits from my standpoint. Hard to discern sometimes.