Ok, you want to earn more money.
Yeah, we all want that.
So what are you going to do,
to make it happen?
There is only two ways that I have found throughout the years to get this done. The first is sell more leads that you are given or sell your leads at higher gross margins.
That's it. Pretty simple right.
Here is the issue, you better be good at both.
With what you have been learning you closing percentages should be steadily on the rise. I now want to show you some of the things I have learned throughout the years, to make sure that my gross margins were at list price, or at least as close to list price as I could get. I wanted to make sure that my customers got incredible value for their money, and that I also was paid well for my efforts.
I have said in previous post that money is always the number one objection, and it is.
If there was a way to have this objection come up fewer times for you, would you want to know how to do it?
Ok, you have shown your prospect all of the reasons they need your product. You have Krushed your competition, with your product knowledge. You have given perfect pre-closing questions, etc.. You know what, there is still work to do, you've got to close this deal.
Here is the process, (by the way it works with any sale)
Roofing Salesperson
Salesperson
1st portion
Mr. & Mrs. Prospect, I have great news for you guys. For all of the work that we will take care of for you on the roof, the price is ONLY going to be $8,000.00. And since you guys have selected the easy payment terms, the monthly payment is only $180.00 per month.
2nd portion (do not stop here, but slow down) This literally slipped my mind, I forgot to ask you guys would you rather have your payments early in the month or in the middle of month. What day of the month works best for you guys?
Prospect
The first of the month works best, probably around the 5th.
Salesperson
Ok, so the 5th of the month. Great, I will make sure that it is set up for you. Also, if you have any friends or family members who could be in need of a new roof, I would be honored to serve them as well.
Car Salesperson
Salesperson
1st portion
Mr. & Mrs. Prospect, I have great news for you guys. The price is ONLY going to be $20,180.00 with $1000.00 down a monthly payment of only $488.00 per month.
2nd portion (do not stop here, but slow down) This literally slipped my mind, I forgot to ask you guys would you rather have your payments early in the month or in the middle of month. What day of the month works best for you guys?
Prospect
The middle of the month works best, probably the 17th.
Salesperson
Ok, so the 17th of the month. Great, I will make sure that it is set up for you. Also, if you have any friends or family members who are in need of a vehicle, I would be honored to serve them as well
Insurance Salesperson
Salesperson
1st portion
Mr. & Mrs. Prospect, I have great news. For all of the coverage that you want for you and your family, the numbers work out to be only $220 per month.
2nd portion (do not stop here, but slow down) I almost forgot to ask you guys would you rather have your payments early in the month or in the middle of month. What day of the month works best for you guys?
Prospect
The middle of the month works best, probably the 17th.
Salesperson
Ok, so the 17th of the month. Great, I will make sure that it is set up for you. Also, if you have any friends or family members who are in need of coverage, I would be honored to serve them as well
The first portion of the delivery is given deliberately, however done in under 8 to 10 seconds. When you deliver the second portion, you need to slow down and ask the questions about the payment schedule. You are asking questions that require specific answers This should take 20 to 30 seconds.
By using this process you will increase the number of times that you close at List Price. If you can increase your gross volume by 30% to 50%, what would that do for your commission checks?
The reason that this works so well,
is that you are treating the price,
just as a simple matter of fact.
You are literally assuming the sale.
What you will find, is that the number of times
you get resistance on List price will drop considerably.
So go out and close some deals.
Da Bear