{"id":5212,"date":"2010-06-09T07:21:10","date_gmt":"2010-06-09T12:21:10","guid":{"rendered":"http:\/\/37d57f8fa2.nxcli.io\/blog\/?p=5212"},"modified":"2010-06-03T11:52:06","modified_gmt":"2010-06-03T16:52:06","slug":"close-sales-by-listening","status":"publish","type":"post","link":"https:\/\/www.marketingforsuccess.com\/blog\/sales\/close-sales-by-listening\/","title":{"rendered":"Close Sales By Listening"},"content":{"rendered":"

You can learn to listen for specific clues as to how to best present information to new potential clients.<\/p>\n

By that I mean to listen for them to say, \u201cI see what you mean,\u201d or, \u201cWe look for ____ in a supplier\u201d which usually means they relate best in a visual manner. Adjust your demonstration for this person to show them things. Take advantage of product brochures as visual aids as well as the actual products on the floor or demo samples you bring with you.<\/p>\n

For those people who say, \u201cI hear what you\u2019re saying,\u201d gear your presentation to be more of an oral report. Be sure to include plenty of descriptive word pictures to keep their minds generating \"closing<\/a>ownership images.<\/p>\n

When people ask about investment information before you cover all the benefits they\u2019re looking for, they\u2019re probably \u201cbottom-line\u201d kind of people and your dollars-and-cents information had better shine. Keep it simple, yet cover all the options that you\u2019ll be discussing the benefits of.<\/p>\n

People who like to \u201cget a feel for\u201d something will be more likely to get involved if they have something to touch during your presentation. If you market a physical product, get their hands on the controls. Have them physically participate in the product demonstration.<\/p>\n

The better you listen to not just what they say, but how they say things, the better you\u2019ll be at adapting your presentation to their individuality. The more involved they feel in ownership during your presentations, the more likely they will be to buy. Remember, it\u2019s the little things that make the biggest difference!<\/p>\n

– Tom<\/em><\/p>\n\n\n\n
About Tom Hopkins
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