Qualifying vs. Closing the Sale
by: Teri Samuels
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.
About The Author
Teri Samuels Accomplished 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. tsamuels@unitedsalestraining.com
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Delicious Vintage Chocolate Recipes For All Seasons
Delicious Vintage Chocolate Recipes For All Seasons
by: Victor Carlton
Whether it?s a party, a quiet day in the house or just cruising downtown with friends, there?s always an occasion (or excuse) to gratuitously munch on chocolate.
Everyone loves chocolates, especially the types made from those secret vintage recipes. Listed below are a few of such.
CHOCOLATE JELLY WITH CRYSTALLIZED GREEN GAGES
Dissolve in a quart of water three tablespoonfuls of grated chocolate and let it come to a boil. Simmer for about ten minutes. Add a cup of sugar and a box of gelatin (that has been softened in a cup of water) and strain through a jelly bag or two thicknesses of cheese-cloth. When almost cold, add a dessertspoonful of vanilla and a tablespoonful of brandy. Then whisk well, add half a pound of crystallized green gages cut into small pieces and pour into a pretty mould. When cold serve with whipped cream.
CHOCOLATE MARBLE CAKE
Put...
Delicious Vintage Chocolate Recipes For All Seasons
Chocolate > Delicious Vintage Chocolate Recipes For All Seasons
Best Recipes: White Chocolate Brownies
Best Recipes: White Chocolate Brownies
by: Donna Monday
Here?s a twist on the traditional chocolate brownies. Flip the script and make these delicious brownies made with real white chocolate. White Chocolate Brownies are a different, but equally yummy taste sensation. The chocolate chips sprinkled throughout, not only add traditional flavor, but make them look pretty too.
- ? cup UNSALTED butter
- 6 oz. white chocolate, coarsely chopped
- 2 eggs
- ? cup sugar
- 1 cup all-purpose flour
- ? tsp. salt
- ? tsp. vanilla
- 1 cup semisweet chocolate chips
Directions
Preheat oven to 350 degrees.
Lightly grease an 8x8x2-inch baking pan; set aside.
In a small heavy saucepan, melt butter and HALF of the white chocolate over low heat, stirring occasionally. Remove from heat.
In medium bowl, beat eggs with electric mixer on medium to high speed until foamy. Gradually...
Best Recipes: White Chocolate Brownies
Chocolate > Best Recipes: White Chocolate Brownies
Yoga is a Safe Solution to Weight Control
Yoga is a Safe Solution to Weight Control
by: Paul M. Jerard Jr.
One more study tells the world, that Yoga can help with weight control and weight loss. The latest study was held by the Fred Hutchinson Cancer Research Center in Seattle, Washington.
The study involved 15,500 healthy, middle-aged, men and women. This is a group that typically has difficulty with weight loss, since the number of calories needed declines, and the energy levels needed to burn calories, is not what it used to be.
Unfortunately, this is a fact that I have become painfully aware of during the past few years, and cutting back on food was my unwanted last option. Although, I cross train almost daily, it took me one year to lose 16 pounds of extra weight.
Back to the study: Yoga practice was defined as practicing at least 30 minutes once a week for four or more years. Comparatively speaking, this is truly ?bare minimum,? and many Yoga teachers used to say that...
Yoga is a Safe Solution to Weight Control
Chocolate > Yoga is a Safe Solution to Weight Control
Best Recipes: Peppermint Cheesecake
Best Recipes: Peppermint Cheesecake
by: Donna Monday
This festive cheesecake is pretty in pink and perfect for Christmas or Valentine?s Day.
Crust
1 cup chocolate wafer crumbs
3 tablespoons margarine, melted
Filling
1 envelope unflavored gelatin
? cup cold water
2 (8-oz.) containers soft cream cheese
? cup sugar
? cup milk
? cup crushed peppermint candy
1 cup whipping cream, whipped
2 (1.45-oz). milk chocolate candy bars, finely chopped
Toppings
whipped cream
crushed peppermint candy
chocolate shavings
Directions
Preheat oven to 350 degrees.
Combine crumbs and margarine; press onto bottom of 9-inch springform pan. Bake at 350 degrees for 10 minutes. Cool.
Soften gelatin in water; stir over low heat until dissolved. Combine cream cheese and sugar, mixing at medium speed on electric mixer until well...
Best Recipes: Peppermint Cheesecake
Chocolate > Best Recipes: Peppermint Cheesecake
Kids Furniture - Shopping Tips to Create the Perfect Child Bedroom
Kids Furniture - Shopping Tips to Create the Perfect Child Bedroom
by: Michael Holland
There are all different types of kid?s furniture that you can purchase to go with the theme of their room. However, regardless of the type of furniture you obtain for your child, you will want to make sure that it allows them to move comfortably; does not take up too much room so they still have a nice, safe play area; and is easily accessible to them.
When purchasing...
Kids Furniture - Shopping Tips to Create the Perfect Child Bedroom
Chocolate > Kids Furniture - Shopping Tips to Create the Perfect Child Bedroom
online degree Chocolate Qualifying vs. Closing the Sale
50 Emergency Uses For Your Camera Phone
50 Emergency Uses For Your Camera Phone
by: Paul Purcell
In an emergency you?ll need to provide and receive help, and after it?s over, you?ll have to return, repair, and rebuild. Central to all this is communication and documentation. Our society loves red tape, especially after disasters. Below are 50 ways the camera phone can be used in an emergency to document, record, and relay important information.
Any camera could be used for some of these things,...
Chocolate 50 Emergency Uses For Your Camera Phone Qualifying vs. Closing the Sale photo printer
Chocolate > 50 Emergency Uses For Your Camera Phone