Issue link: https://digital.copcomm.com/i/584853
October 12 - November 2, 2015 11 Working World l WorkingWorld.com "How is ABC Company better off by doing business with us?" "As you heard, we would help you accomplish your goals by..." "Our technology would increase your efficiency by..." "Our training would improve your..." 7. HEAD INTO THE CLOSE WITH CONFIDENCE, NOT A QUESTION Many of your competitors close on questions. No. No. No. Close on a high, and let your last words linger. Make sure they're yours. The warm-up to that is a question: "Based on what you have heard, what are your specific questions?" After you answer questions (and possibly objections), drive the sale forward. Depending on the complexity of your offering or how many people are involved, you may want to say, "At this point, our most logical step is..." "At this point, may I recommend we..." "At this point, our best clients elect to..." 8. REINFORCE YOUR KEY IDEA Your last words are the most important you'll say, so never introduce a new idea that you have no time to develop. Good copywriters often write the P.S. of a sales letter first, because it confirms the key idea in the letter. Your approach might sound like this: "Again, thank you for the opportunity to demonstrate how our approach could be what you've been searching for. We look forward to our next meeting. In your discussions, remember the results of [other successful clients]. Be secure in knowing we pioneered this industry." Depending on the situation, you could also say you "are more nimble than our competition," "can get started as soon as you say yes," or "are a one-stop shop." Most professionals are fairly smooth in the body of their presentation. Very few, however, open and close effectively and memorably. Take these eight steps, and apply or adapt what is appropriate to your situation. Script your opening and closing for specificity and brevity. You won't read it, but work from an outline. In the middle of the night, if your spouse asked, "How will you open and close next week's presentation," your automatic response should be exactly what you will say. ABOUT THE AUTHOR For 25 years Patricia Fripp, CSP, CPAE, has taught individual salespeople and sales teams how to speak more powerfully and boost their sales beyond expectations. Patricia is trusted by clients such as Microsoft, ADP, Visa, Genentech, Wounded Warrior Project, and the American Payroll Association. Her interactive virtual training platform offers a surefire shortcut to becoming powerfully persuasive and successful in sales. For more information, go to www.FrippVT.com. JOB OPPORTUNITIES APPOINTMENT SETTERS NEEDED FOR LEADING HOME IMPROVEMENT COMPANY • Los Angeles • Looking for EXPERIENCED telemarketers and canvassers to schedule appointments over the phone and in the field Earn $1000+ Weekly. PT and FT Available • Daily, Weekly and Monthly Bonuses • • Spiffs on Every Deal • • Close Deals and Move up • • Paid Training • • All sales experience considered • Call us today and start tomorrow! (213) 985-6273 Inside Sales/Marketer Printing and Publishing company in Glendale, CA. For Immediate Hire! Hourly Pay, Plus Commission, Plus Multiple CASH BONUSES! Call (818) 291-1111 hr@copcomm.com BE A CERTIFIED BANKRUPTCY or IMMIGRATION PARALEGAL only $395 Jobs Pay Up to $30 hr 94% Placement Rate Private Classes Also Available Certificate & Resume 626-918-3599 www.mdsandassociates.com