Humor is a Great Lubricator For Establishing Trust and Rapport

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"Humor is a Great Lubricator for Establishing Trust and Rapport!"
           Ask Your Self The Following Questions:

 

Are you connecting with your customers?

Do you feel tension when selling or worse yet is your customer feeling stressed?

How well do you know your client?

Do you want to make buying decisions easier for your client?

Do you want to make more sales now?
Not creating enough differentiation between you and your competition?    

Do you want to know how to ease your clients buying decision?

Tip 7: The Take Away Close, Not the “Take- it- or- Leave- it” Close.

Excerpt From the Ebook- "7 Tips to Close Every Sale."

This next tip is probably the most misused closing technique.  Used correctly though, it can exponentially catapult your income.  This is one of the most difficult techniques, but it can be very effective.

Tip 7: The Take Away Close, Not the “Take- it- or- Leave- it” Close.

The Take Away occurs when you remove the product offer from the client psychologically, during your presentation, and then remind them of this fact at the close.  It is important to remember that this is not the “Take-it-or-leave-it” close.  It is more of a “sense of urgency” close.  This technique has to be instilled by your company’s management. You must present a compelling reason for them to buy today and then amplify their desire for the product or service. When you remind the prospect that they could miss out on the special, they almost feel compelled to buy your offer!

Try this: Mr. Client we have a special running this week if you purchase ABC we can include XYZ but you must purchase now as there is a timeframe on this offer.  If we can get the application today, we can ensure the pricing that we have talked about.  But the agreement we have with the leasing company states, “With the economy, their rates could increase tomorrow.”  Yikes! You would have to pay a higher price!

Please use the take away properly.

Bottom line: a sale is a critical function that is more of an art than a science. And please share any of the sales tips you’ve learned with your staff, friends and loved ones who meet with prospects.

So your a SCAG dealer

1. Understand the benefits of your Scag Equipment

Write down all of the details about your equipment including the make, model, year, features and any other pertinent information.

2. Craig’s list, Ebay, American Classified’s, Direct mail, Your web site, Your Brochures and Your Business Cards.

Simply including:

“We offer iNBEE Financial’s Financing Programs all credit welcome and special pricing for great credit!!! Visit http://www.inbeefinancial.com/ for more details!!!”

Many Scag Dealers have found this increases sales by 25% alone.

3. Seek out the competition

Browse online farm equipment websites for equipment similar to what you're selling. Note: The prices, special offers, and benefits that other people are selling their equipment with, you can use this as a guideline for setting your value in the marketplace.

4. Go find buyers

Check the "Equipment Wanted" sections. You may be able to find someone locally who wants the exact item you're about to sell, in which case you can avoid having to post an ad.

5. Online

Place your ad on online used Scag equipment websites by signing up and simply entering in the information about your item when prompted. You will be able to upload your photos during this process, to be displayed online. Most of these websites allow you to place an ad for free, or for a very small fee.

6. Local Newspapers and gorilla marketing techniques

Place ads in local newspapers as well as online, if desired.

7. Partner with others

Nurseries, places that sell trees, Hardware stores, as well as community bulletin boards are all great places for your outside marketing efforts.