Tham khảo tài liệu '101 ways to succeed in selling phần 3', ngoại ngữ, ngữ pháp tiếng anh phục vụ nhu cầu học tập, nghiên cứu và làm việc hiệu quả | needs with your product or service. Your notes are also a record of any promises you made. 73. Use the Power of the Word Why May I ask why you feel that way gets customers and prospects talking. Prefacing why with May I ask softens the question to make it nonthreatening to the customer or prospect. This question can be used anytime in the presentation. Another phrase you can use to get customers talking is That s interesting please tell me more. CLOSING AND HANDLING OBJECTIONS 74. Always Ask for the Order Prospects expect to be asked for an order. Yet countless studies have shown that many sales representatives fail to ask for the order because they fear rejection. If your presentation has been conducted properly asking for the order is a natural conclusion. Simply asking for the order is the most effective close. 75. Use the Magic of Storytelling Storytelling is a powerful closing tool because it removes the prospect from the sense that he or she is in a sales situation. You can use a story in response to any objection including the big three - no need not now and price. Say simply Mr. and Mrs. Prospect can I tell you a story about not needing the product or service thinking it over or price The prospects will almost certainly answer Yes because we all want to hear a good story. My manager told me a story about a couple who didn t purchase longterm care insurance because they thought the price was too high wanted to think it over didn t think either one of them would need it . Unfortunately a short time later the man was diagnosed with Parkinson s disease. His medical condition quickly worsened and his wife was no longer able to care for him at home. To pay for his long-term care in a facility she had to go to work full-time and they had to sell most of their assets. On the major holidays she made special arrangements to bring him home. She 24 marked those days with a red letter H on the small calendar he kept on his bedside table. The first Thanksgiving away from
