What if you averaged only 2 visits per prospect and your closing rate did not change? Then, you would be closing 1 sale out of every 13 visits. At that rate, you should be able to double you sales and increase your income.

What if you closed about half of your sales on the first visit, and the average number of visits dropped to 1.5 per prospect?

Why do most salespeople have to visit 6 prospects an average of 4.4 times in order make one sale? Simply because that is the way they learned how to sell. They can give you plenty of seemingly logical reasons why, in their market, with their products and services, it has to be that way. But, does it?

Do you think that most prospects want to have multiple meetings in order to satisfy a need that is important to them? Of course not. They want to buy what they need and want ASAP. All they really need to determine is:

• Whether your products and/or services will suit their requirements; and
• Whether they can trust you and your company to reliably satisfy those requirements.

The longer it takes for most prospects to reach that conclusion, the less likely they are to buy from you. So, it is imperative that you:

• Adjust your selling process to focus on those two buying decision factors; and
• Accomplish that in one or two visits.

The steps required to become an accomplished One-Call Closer are:

1. Only visit with prospects that want the benefits of your type of products and/or services. That means you must learn how to find them and make appointments with them.
2. Make mutual commitments to do business if you can meet each other’s Conditions of Satisfaction. That is the first close.
3. . Establish a deep Relationship of Mutual Trust and Respect during the first twenty minutes of meeting with them. That is entirely different from “building rapport.”
4. Be willing to disqualify (for now) any prospect that indicates that they will not buy immediately. Staying there and continuing the sales process virtually guarantees that you will not make the sale now- nor in the future.
5. Determine the exact buying intentions of the prospect, and get another commitment to do business, if you can meet each other’s Conditions of Satisfaction.
6. Determine exactly what the prospects Conditions of Satisfaction are and whether you can meet them.
7. Discuss every feature,
   Rely on Internet Local Search to Bolster Your Yellow Page Directory Category
   The Internet can promote your services in unlimited relevant areas that buyers are looking forEven when they both have a website, a service business (like window blinds) has to use the Internet differently than an online business does. For example, a chiropractor needs to provide different information a trucking firm, to supply what customers search for. While they both can benefit from Local Search ex
   ped to 1.5 per prospect?

   Why do most salespeople have to visit 6 prospects an average of 4.4 times in order make one sale? Simply because that is the way they learned how to sell. They can give you plenty of seemingly logical reasons why, in their market, with their products and services, it has to be that way. But, does it?

   Do you think that most prospects want to have multiple meetings in order to satisfy a need that is important to them? Of course not. They want to buy what they need and want ASAP. All they really need to determine is:

   • Whether your products and/or services will suit their requirements; and
   • Whether they can trust you and your company to reliably satisfy those requirements.

   The longer it takes for most prospects to reach that conclusion, the less likely they are to buy from you. So, it is imperative that you:

   • Adjust your selling process to focus on those two buying decision factors; and
   • Accomplish that in one or two visits.

   The steps required to become an accomplished One-Call Closer are:

   1. Only visit with prospects that want the benefits of your type of products and/or services. That means you must learn how to find them and make appointments with them.
   2. Make mutual commitments to do business if you can meet each other’s Conditions of Satisfaction. That is the first close.
   3. . Establish a deep Relationship of Mutual Trust and Respect during the first twenty minutes of meeting with them. That is entirely different from “building rapport.”
   4. Be willing to disqualify (for now) any prospect that indicates that they will not buy immediately. Staying there and continuing the sales process virtually guarantees that you will not make the sale now- nor in the future.
   5. Determine the exact buying intentions of the prospect, and get another commitment to do business, if you can meet each other’s Conditions of Satisfaction.
   6. Determine exactly what the prospects Conditions of Satisfaction are and whether you can meet them.
   7. Discuss every feature,
      Public Relations for Mobile Car Wash Firms
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      mine is:

      • Whether your products and/or services will suit their requirements; and
      • Whether they can trust you and your company to reliably satisfy those requirements.

      The longer it takes for most prospects to reach that conclusion, the less likely they are to buy from you. So, it is imperative that you:

      • Adjust your selling process to focus on those two buying decision factors; and
      • Accomplish that in one or two visits.

      The steps required to become an accomplished One-Call Closer are:

      1. Only visit with prospects that want the benefits of your type of products and/or services. That means you must learn how to find them and make appointments with them.
      2. Make mutual commitments to do business if you can meet each other’s Conditions of Satisfaction. That is the first close.
      3. . Establish a deep Relationship of Mutual Trust and Respect during the first twenty minutes of meeting with them. That is entirely different from “building rapport.”
      4. Be willing to disqualify (for now) any prospect that indicates that they will not buy immediately. Staying there and continuing the sales process virtually guarantees that you will not make the sale now- nor in the future.
      5. Determine the exact buying intentions of the prospect, and get another commitment to do business, if you can meet each other’s Conditions of Satisfaction.
      6. Determine exactly what the prospects Conditions of Satisfaction are and whether you can meet them.
      7. Discuss every feature,
         Writing a KSA and Why it is Required as Part of your Federal Government Job Application
         Understand a Federal Government Knowledge, Skills and Assessment (KSA) DocumentA KSA Supplemental Application consists of questions about your Knowledge, Skills, and Abilities relevant to a specific position or career field. It’s a supplement to your application for a job with the federal government, and will detail your skills and qualifications for a specific job opening. Your responses to these ques
         accomplished One-Call Closer are:

         1. Only visit with prospects that want the benefits of your type of products and/or services. That means you must learn how to find them and make appointments with them.
         2. Make mutual commitments to do business if you can meet each other’s Conditions of Satisfaction. That is the first close.
         3. . Establish a deep Relationship of Mutual Trust and Respect during the first twenty minutes of meeting with them. That is entirely different from “building rapport.”
         4. Be willing to disqualify (for now) any prospect that indicates that they will not buy immediately. Staying there and continuing the sales process virtually guarantees that you will not make the sale now- nor in the future.
         5. Determine the exact buying intentions of the prospect, and get another commitment to do business, if you can meet each other’s Conditions of Satisfaction.
         6. Determine exactly what the prospects Conditions of Satisfaction are and whether you can meet them.
         7. Discuss every feature,
            What Does Multimedia Mean and How Can it Help My Business?
            The term multimedia simply means many ways of communicating. Media is the plural for medium and the word originated in the field of advertising over 50 years ago. The following are all examples of multimedia, they all relate to each other and are powerful tools in the advertising industry.Graphic Design for print and web Web Design Web Development Interactive CD ROM and DVDHow can it h
            LI>Be willing to disqualify (for now) any prospect that indicates that they will not buy immediately. Staying there and continuing the sales process virtually guarantees that you will not make the sale now- nor in the future.
         8. Determine the exact buying intentions of the prospect, and get another commitment to do business, if you can meet each other’s Conditions of Satisfaction.
         9. Determine exactly what the prospects Conditions of Satisfaction are and whether you can meet them.
         10. Discuss every feature, benefit and detriment of your product or service with regard to how it will affect the prospect’s needs. Exposing all detriments will eliminate almost all objections and ensure the prospect’s trust.
         11. Close on every point throughout the entire sales process.

         This sales process can shorten sales cycles and increase closing rates. Salespeople that close most of their sales in one visit– even in complex, High Tech and Major Account selling– typically have the highest closing averages.

         ©Jacques Werth. All rights reserved.