Qualifying vs. Closing the Sale
The Art of effective question asking (qualifying) determines the effectiveness and the success of the "close".EXAMPLE: Let's assume you're a candy sales rep. You sell both chocolate and non-chocolate candy. I'm your potential customer. You know nothing about me but you're trying to sell me chocolate candy. You proceed to tell me how great the candy tastes, how exquisite the texture is, how incredible the quality of the chocolate is, and, by the way, how affordable this candy is because your company is doing a promotion on this outstanding chocolate candy.
However, you don't sell me a single piece of chocolate candy. WHY?You assumed I liked chocolate candy and I would buy it based on the information you provided. But the most important thing you forgot to identify or ask me is "do you like chocolate candy?".The answser is "no, I hate chocolate candy?". But since you never took the time to understand me as your potential new customer, you lost today's sale and future sales a well. Better Approach: I'm still the customer, you're still the candy sales rep.
You're still promoting chocolate candy. The difference is - upon meeting me and establishing a rapport, your first question might be:"Do you like chocolate candy?".My response "no, I never eat chocolate candy".Your response "you never eat chocolate candy, why?".My response "because I'm allergic to it". QUESTION: Do you believe it would make any difference to me, the customer, how the chocolate looks, tastes, is processed, or even how affordable it is? Your answser should be "no". However, just because I don't eat chocolate candy doesn't mean I don't know a number of other people who love chocolate candy. Also, you sell hard candy not just chocolate candy, so maybe the next question would be:"Do you eat any kind of candy?".My response "occasionally".Your response "when you say occasionally, how often is that?".My response "2 to 3 times per month".Your response "when you do eat candy, what type of candy do you eat?"My response "hard-type, mint candies".Your response "have you ever tasted our incredible hard, mint candies?".
GET THE PICTURE? "Its all about asking, not selling." Once you have identified what's important to me, the customer, you have positioned yourself to sell me what I want - not what you have..
Teri SamuelsAccomplished sales trainer, recruiter, manager, and consultant. Currently co-owner of United Sales Training , a company developed out of necessity to help individuals and companies understand the importance of effective selling and communication skills, through the introduction of personalized selling tools focused around the "keep it simple" approach. Follow our "tried and true" system and we'll guarantee the results.unitedsalestraining.comtsamuels@unitedsalestraining.comCommunity Leader Candy Marcum Files for Dallas Council Election
Long time Dallas and District 14 resident Candy Marcum has officially filed the required signatures and paperwork to be placed on the ballot for the upcoming May 7, 2005 City of Dallas Council election. Marcum comments, "I am ready to go to city hall and work hard to make Dallas a better place. While campaigning door to door and meeting with neighbors, I am learning that my neighbors want change and they are frustrated with the direction of our city. We love Dallas, but know it can be a better place to live." Marcum's primary focus is the "3C's": crime, code compliance, and commerce. "I have been visiting with neighborhood and community leaders and hear several problems and concerns that resonate throughout the district.
We must find the funding to put more officers on our streets, fix the City of Dallas 3-1-1 system, and make our code enforcement division stronger. The tax burden must be lifted from homeowners and I support a long overdue organized and streamlined effort to bring...
Community Leader Candy Marcum Files for Dallas Council Election
Candy > Community Leader Candy Marcum Files for Dallas Council Election
What Halloween Candy Ranks #1 This Year?
In a shock to chocolate lovers everywhere, candy corn tops this year's list as the most popular Halloween candy.Hundreds of people from all walks of life have responded to ExtremeChocolate.com's new Halloween candy survey, which asks: "What Halloween candy is your favorite?" Reese's Peanut Butter Cups is currently in the #2 position.Previous studies from other sources have found Snickers to be #1 -- but Snickers ranks third this year."I'm stunned," says Dr. Audri G. Lanford, head chocoholic researcher and author of a new ebook called "Chocolate, Chocolate, and More Chocolate: The Ultimate Chocolate Lover's Guide For Enjoying, Cooking and Making Chocolate!" "The idea that candy corn is more appealing than chocolate amounts to sacrilege to real chocolate lovers. It's true that we didn't distinguish between plain and chocolate candy corn in the survey, but still..."This study provides three kinds of important data:1) Suggestions (based on real data) for what to buy for the trick-or-treaters'...
What Halloween Candy Ranks #1 This Year?
Candy > What Halloween Candy Ranks #1 This Year?
BingoSuite.com Takes One Member From the Drive-In to the Jackpot Twice in a Week
(ContentDesk) March 4, 2006 -- Playing bingo online at www.BingoSuite.com can be a fun time for most people to chat and watch the cards fill up with their lucky numbers. One new member, Carla S. from Oregon has found her little niche online with the new theme rooms.Observing the way the games were played she noticed that the more attractive rooms, such as the Candy Room seem to find players purchasing more cards than normal. To satisfy their sweet tooth in this room the players pick a candy to feed the bingo caller (Spanky). When bingo is hit the line of candy it is on is the winner and all players who choose this candy will win Bingo Bucks.
What she attributed to the success was picking the themes in which players seemed to buy less cards and the game was slower due to the odds. Loading up during those times she has struck the $1000 Mega Pot not once but twice in the past three days! This is something we are glad she has shared and after being talked about for days claims to...
BingoSuite.com Takes One Member From the Drive-In to the Jackpot Twice in a Week
Candy > BingoSuite.com Takes One Member From the Drive-In to the Jackpot Twice in a Week
TypicalDutchStuff.com Introduces "Candy in a Can"
(ContentDesk) September 26, 2005 -- TypicalDutchStuff.com introduced a new selection of original gifts to their website: "Candy in a Can." This section of the site offers customers typically Dutch candy, wrapped, and unwrapped, sealed in a customized, decorative can. Typical Dutch Stuff has a large selection of can labels, making this the perfect all-occasion gift."I absolutely love this idea," says Wendy de Laat, owner and founder of Typical Dutch Stuff, "because it adds a little originality to the candy!"Customers can choose up to six different kinds of typically Dutch candy to fill their can. "We offer quite a large selection of candy," mentions Wendy, "because Dutch candy cuisine has so many good products to offer!"Typical Dutch Stuff offers over 70 different kinds of candy, including a large selection of sugar-free, gluten-free, lactose-free, gelatin-free, and artificial coloring-free. "I know what it's like to live with a food allergy," confesses Wendy, "therefore I find it important...
TypicalDutchStuff.com Introduces "Candy in a Can"
Candy > TypicalDutchStuff.com Introduces "Candy in a Can"
Tea Bouquets Warm the Soul This Holiday Season
Santa Clara, CA ? November 1, 2004 ? There are roses containing loose-leaf teas in silk infusers, chocolate rose buds, and flowers with bonbon petals arranged with stems and leaves in a jewel-tone pot using Far East techniques of floral arranging. Lolibana, an online candy bouquet store, introduces "tea bouquets" into its candy bouquet line of products. Tea bouquets are a healthy alternative in gift giving for the coming holiday season.Candy bouquets have, in the last few years, enjoyed popularity as gifts for special occasions. Candy bouquets are made of an assortment of commercial candies and chocolates arranged in attractive containers to resemble flowers. Lolibana extends the same idea into crafting tea bouquets using loose-leaf black and green teas.
There are numerous articles on the health benefits of tea, among them, tea's antioxidant and disease-fighting properties. For more information or to request a brochure, please contact Josephine Elizaga (contact information appears...
Tea Bouquets Warm the Soul This Holiday Season
Candy > Tea Bouquets Warm the Soul This Holiday Season
Holiday Candy Canes Are Festive and Fun
Candy canes are everyone's favorite holiday treat. Just think about how versatile they are. Not only do candy canes look great hanging from Christmas trees, but their versatility makes them perfect for all kinds of decorative uses.Candy canes can be crushed or used whole in holiday arts and crafts projects. How about adding candy canes to your homemade holiday gift baskets?Peppermint candy canes are usually red and white, but they can also be found in fun colors like red, green and white, and also flavors like orange, cherry, and even chocolate!You can find candy canes sprinkled inside of cookies and other delicious Christmas recipes.Candy canes make great ornaments. You can buy real ones and hang them around the house or the plastic version works fine too.To create a festive mood on the holiday dinner table you can put out a couple of candy cane candles.Got a wreath? Stick a few candy canes inside and watch your guests smile.
Candy canes always seem to make people happy.Mini...
Holiday Candy Canes Are Festive and Fun
Candy > Holiday Candy Canes Are Festive and Fun
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