Selling is essentially a transference of feeling. Related Article: The Psychology of Selling by Brian Tracy вЂњWe decided it would be easier to explain price one time than it would be to apologize for quality forever. Cheap products have a higher cost because they break and require maintenance. Cost Close вЂ“ Explain to them the price you pay once but the cost is the maintenance fee for the life of the product.If you pay less than you should and the product wonвЂ™t do the job you expected it to do, then you will lose everything.вЂќ With this in mind, let me urge you to think along these lines: WouldnвЂ™t you agree that itвЂ™s better to pay a little more than expected, than a little less than you should?вЂќ (Wait for an answer) вЂњIf you pay more than expected, we are talking about pennies. YouвЂ™re going to be concerned with the quality for the life of the product itself. Prospect, youвЂ™re going to be concerned about price one time. Ask, вЂњIf I could show you that the price is more than fair and the product is worth every dime weвЂ™re asking, would you go ahead and take advantage of this offer today?вЂќ

Verify that price is the real objection.

This forces them to defend their statement as opposed to forcing you to justify the price.

When someone tells you that your price is ridiculous, repeat what they said as a question.

Voice Training to Close Sales вЂ“ Using a voice recorder should help you hear and critique yourself on your sales presentation.

You should learn from each sale you close, as it helps you improve on raising the value of your product or service to your prospects.

They wonвЂ™t change his mind, but they will be delighted to make a new decision, based on new information. When a prospect says no, do not pressure them to change their mind.

Many times prospects who initially say no are really saying вЂњtell me more.вЂќ It is your job to alter the value of your product in their mind.If you see enough people, you will make sales because there is an automatic minimum sales percentage for every person. They usually care more about the product itself more than what it actually costs. They feel they do not need what you are sellingД¬RITICAL SALES POINT: People buy what they want when they want it.вЂњNow or neverвЂќ close вЂ“ The fear of loss is greater than the desire for gain.ДЇive reasons people will not buy from you:.But if you feel the sales process is something you do for the prospect, then sales benefits will be considerable because you are truly interested in benefiting others. If you really feel the sales process is something you do to the prospect, then you are a manipulator. This means that you have convinced them of its merit but not persuaded them to buy. You can gain mental assent from a prospect that your product is good, will save them money, they need it, they would like to have it and can afford it, and still have a customer that still refuses to buy. You have to close the gap in the prospects mind between the cost of your product and perceived value. You can get everything you want in life if you will help other people get what they want.Д«reak payments into small bit size chunks they can stomach. If you cannot exactly fill the bill, do not assume they are adamant enough to not consider anything else. Remember, many people do not know what they want because they do not know what is available. Find out what they need to solve their problem, and show them how your product can solve it. Ask questions to identify the problem and guide the prospect to a decision. Learn as much as you can about your prospect and capitalize on that information.

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