I have spoken many times about objection handling and closing when it comes to selling. The message however does not always get through. Did you know that traditional closing techniques just do not work when making major sales? Trying to overcome objections during a larger sale can also cause you problems as well and contribute to lost sales.
The skills required for making big sales can be demonstrated quite clearly with the research Neil Rackham carried out in his Newcastle study way back in the early 1970’s.
Rackham found that successful sellers focus on objection prevention, NOT on objection handling. The research analysed how they did it and described it in his books. The sales courses aimed at specific industries also explain these skills in detail and if you are able to practice and obtain these important skills you will find a major improvement in your sales ability.
The same thing applies to closing the sale, Racham found the closing techniques used in smaller sales can lose you business when making major sales. Most commonly taught closing techniques do not work, the skill is to find better ways of obtaining customer commitment in the major sale and once again in our dedicated sales course we place a huge emphasis on this skill.
For some strange reason the average sales course goes into great detail and training about handling objections and closing techniques. In virtually every case these relate to making simple sales. In my experience I have collected and read numerous books on sales training, and most sales managers teach this method to their sales teams. However if you are involved in making major sales and you adopt these training techniques it is very clear you be heading in the wrong direction.
In our courses we teach the techniques that have been proven to work through dedicated and tireless research by Neil Rackham of Huthwaite Research.
There are very few sales people in the world who have these skills, few organizations teach it and the reason is simply because they do not know about it.
My passion is being able to show a potential sales person how to advance to super sales person in a few short steps in record time. If you sell big ticket items and you are involved in making major sales we can help you providing you can read, listen and ask questions.Continue reading
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