Wednesday, February 22, 2012

More Quick Sales—How to Make Them Happen

There is nothing better than finding opportunities to make quick, easy sales. And yes, we can all do more of that by following these four steps.
  1. Understand who you're talking to and the limits of their authority. What budget do they control? What decisions can they make? Quick sales come when the person has complete authority to purchase.
  2. What does the buyer complain about on a regular basis? Can you sell them something to fix it? If the answer is yes, do they value your solution?
  3. If the buyer thinks your solution has value, can they afford it?
  4. If they can afford it, address potential objections and close the sale.
When the buyer wrestles with a problem you can solve, acknowledges your value and can afford the solution, it's an opportunity for a quick sale. Close it, and then ask yourself where you could find similar opportunities.

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