{"id":5089,"date":"2010-05-23T06:47:11","date_gmt":"2010-05-23T11:47:11","guid":{"rendered":"http:\/\/37d57f8fa2.nxcli.io\/blog\/?p=5089"},"modified":"2010-05-21T08:48:57","modified_gmt":"2010-05-21T13:48:57","slug":"client-close","status":"publish","type":"post","link":"https:\/\/www.marketingforsuccess.com\/blog\/sales\/client-close\/","title":{"rendered":"How to Get the Client to Talk So You Can Close"},"content":{"rendered":"<p style=\"text-align: left;\">It\u2019s essential to keep control of every selling situation. Too many salespeople learn this lesson the hard way\u2014for some it takes more than once. You keep control by asking questions that steer the conversation\/presentation in the direction you want it to go.<\/p>\n<p style=\"text-align: left;\">If a potential client hesitates, stalls or objects to something during your sales process, use these words with sincere concern<em>, \u201cObviously, you have a reason for saying that, Jim. Would you mind sharing it with me?\u201d<\/em> You\u2019ll be pleasantly surprised by what you hear next.<\/p>\n<p style=\"text-align: left;\">Most people will tell you exactly what\u2019s bothering them about making the decision. At the very least, you\u2019ll hear more about their primary objection to your offering. Then, you\u2019ll have something to move forward with whether it\u2019s handling money issues, clarifying a point of knowledge about your product or expanding additional benefits of ownership.<!--more--><\/p>\n<p style=\"text-align: left;\">Always remember, asking questions allows you to guide the client along the decision-making path. They\u2019re not pushy or invasive. You\u2019re simply doing your job as an expert advisor to help them <a href=\"https:\/\/www.marketingforsuccess.com\/blog\/wp-content\/uploads\/2010\/05\/close-the-sale.jpg\"><img decoding=\"async\" loading=\"lazy\" class=\"alignright size-full wp-image-5127\" title=\"close the sale\" src=\"https:\/\/www.marketingforsuccess.com\/blog\/wp-content\/uploads\/2010\/05\/close-the-sale.jpg\" alt=\"close the sale\" width=\"150\" height=\"145\" \/><\/a>determine which, if any, of your products best suit their needs.<\/p>\n<p style=\"text-align: left;\">You may encounter a few detours along the way, but you will still be in the leading position rather than in the pushing position. Being pushy in sales, just doesn\u2019t cut it.<\/p>\n<p style=\"text-align: left;\">&#8211; <em>Tom<\/em><\/p>\n<table style=\"text-align: left;\" border=\"0\" cellspacing=\"8\" cellpadding=\"8\" width=\"450\">\n<tbody>\n<tr>\n<td width=\"450\" height=\"0\" valign=\"top\" bgcolor=\"#ececec\"><strong><a href=\"https:\/\/www.marketingforsuccess.com\/blog\/tom-hopkins\/\">About Tom Hopkins<br \/>\n<\/a><\/strong><a href=\"http:\/\/www.mfsstore.com\"><strong>Related Resources<\/strong><\/a><strong><a href=\"https:\/\/www.marketingforsuccess.com\/blog\/author\/thopkins\/\"><br \/>\nMore Posts by Tom Hopkins<\/a><\/strong><\/p>\n<p>To discover the easy and inexpensive ways <span style=\"text-decoration: underline;\">anyone can attract more clients and maximize their profits<\/span>, sign up for your<strong> <\/strong><strong><a href=\"https:\/\/www.marketingforsuccess.com\/free8-s.html\">FREE <\/a><\/strong><strong><a href=\"https:\/\/www.marketingforsuccess.com\/free8-s.html\">Profit Now <\/a><\/strong><strong><a href=\"https:\/\/www.marketingforsuccess.com\/free8-s.html\">Report<\/a>. <\/strong><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<div class=\"zemanta-pixie\" style=\"margin-top: 10px; height: 15px; text-align: left;\"><a class=\"zemanta-pixie-a\" title=\"Reblog this post [with Zemanta]\" href=\"http:\/\/reblog.zemanta.com\/zemified\/7906185e-716c-4dd0-a2f5-a1a56c1c3888\/\"><img decoding=\"async\" class=\"zemanta-pixie-img\" style=\"border: medium none; float: right;\" src=\"http:\/\/img.zemanta.com\/reblog_e.png?x-id=7906185e-716c-4dd0-a2f5-a1a56c1c3888\" alt=\"Reblog this post [with Zemanta]\" \/><\/a><span class=\"zem-script more-related more-info pretty-attribution paragraph-reblog\"><script src=\"http:\/\/static.zemanta.com\/readside\/loader.js\" type=\"text\/javascript\"><\/script><\/span><\/div>\n","protected":false},"excerpt":{"rendered":"<p>It\u2019s essential to keep control of every selling situation. Too many salespeople learn this lesson the hard way\u2014for some it takes more than once. You keep control by asking questions that steer the conversation\/presentation in the direction you want it to go. If a potential client hesitates, stalls or objects to something during your sales [&hellip;]<\/p>\n","protected":false},"author":10,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[13],"tags":[384],"_links":{"self":[{"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/posts\/5089"}],"collection":[{"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/users\/10"}],"replies":[{"embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/comments?post=5089"}],"version-history":[{"count":0,"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/posts\/5089\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/media?parent=5089"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/categories?post=5089"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/tags?post=5089"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}