{"id":141,"date":"2011-02-16T06:38:25","date_gmt":"2011-02-16T14:08:25","guid":{"rendered":"http:\/\/salesjumpstart.net\/blog\/?p=141"},"modified":"2011-02-16T06:38:25","modified_gmt":"2011-02-16T14:08:25","slug":"sales-tips-denver-best-sales-pros","status":"publish","type":"post","link":"https:\/\/salesjumpstart.net\/blog\/2011\/02\/16\/sales-tips-denver-best-sales-pros\/","title":{"rendered":"Sales Tips Denver. Best Sales Pro’s"},"content":{"rendered":"
\n
\"Herman<\/a>
Not Terry<\/figcaption><\/figure>\n<\/div>\n

Answering the question who was the best sales person I ever worked with is nearly impossible, so I thought I would just spend a few blogs on a few of the outstanding sales pro’s I have had the pleasure of managing or working with.<\/p>\n

In the telecommunications<\/a> field I had a sales rep by the name of Terry Leidritter. Terry use a very good sales rep for one reason. He said fewer words than any other sales rep I ever worked with.\u00a0\u00a0 And the ratio of words you use compared to your prospect has a direct relationship on closing.<\/p>\n

Terry, after a brief but friendly introduction would ask a question and then close.\u00a0 In this format, the close always brought the next question, which he would answer and close.\u00a0 Here is an example with me (Mike, as the prospect he is selling to):<\/p>\n

Terry: ( after the intro and brief warm up).\u00a0 Mike, you want to reduce your cost on telecommunications right?<\/p>\n

Mike:\u00a0 Yes<\/p>\n

Terry, Okay, I just need your phone numbers and for you to sign the paper work here (pushing the paper work over to them.)<\/p>\n

Mike: Uh, how much will I save?<\/p>\n

Terry, looking at your current patterns I am thinking around 25%.\u00a0 But we will save you money every time you make a call, as you can see on our rate comparision sheet. You want to save money every time you make a call?<\/p>\n

Mike: Of course.<\/p>\n

Terry:\u00a0 Great,\u00a0 lets get the order filled out and it only takes a week to get started.<\/p>\n

Mike:\u00a0 Do they need to come install something?\u00a0 How does it work?<\/p>\n

And on it goes.\u00a0 Terry would close, answer and close.\u00a0 I never saw sales made so quickly or effectively.\u00a0 His average sales presentation was 30 minutes, where the average for me was over 90 at that time.<\/p>\n

It should be noted that we were selling a service that didn’t take a lot of relationship building and trust. It was a\u00a0 brand everyone was familiar with<\/p>\n

and being sold as a commodity.\u00a0 This process isn’t going to work with higher ticket, longer sales cycle services.\u00a0 But it can work once you get to the “presentation” even in those situations.<\/p>\n

Give it a try.\u00a0 Find the one most compelling reason clients buy, and turn it into a closing question.\u00a0 Then<\/p>\n

Ask, Close, answer, Ask Close.<\/p>\n

For SEO<\/a> it might be:<\/p>\n

You want more clients calling you from the Internet right?<\/p>\n

For coaching services:<\/p>\n

You want to grow your revenues while making more profit don’t you?<\/p>\n

Let me know what your best question is. Finding it, and then asking more and closing will bring your conversion rate up,\u00a0 And you want to close more prospects don’t you?<\/p>\n

More on our sales coaching<\/a> on our site<\/p>\n

Related articles<\/h6>\n