Accentuate the Positive
Successful Sales Professionals must assess the strengths and weaknesses of their position before deciding how to close a sale. A selling opportunity may change substantially during the sales process, and the sales strategy must change to match it.
Here are some ways to assess the pros and cons of the selling process, and adjust the selling plan to maximize the chances for a successful close.
Tug of War
Tug-of-war strategy shows how pro and con forces determine the outcome of the sell. This will help you to define the challenge you face, maximizing your strengths and minimizing the weaknesses. Start by listing the conditions of your present situation, and outline the best- and worst-case scenarios.
Negative forces:
* Competition is perceived to be of equal value
* Better Service generally cost more than the competition
* Programs or Courtesies are poorly understood.
Positive forces:
* You have features and benefits that the competitor's do not have.
* Prospect has admitted need for the service
* Prospect is ready and able to sign
* All objections have been answered successfully
Having analyzed the current standings, strengthen your position with the following:
Focus on the advantages of unique services. (Example: CrossCheck pays Bank Fees and Interest from the day the check is written, no other Check Guarantee company does this.)
Offer testimonials from existing merchants to help confirm product superiority. Your knowledge of the merchant's check cashing risks will help you demonstrate exactly how Check Guarantee can increase sales.
Minimize your negatives. Rate and transaction fees can be justified by superior Service, Authorization Speed, Pre-Authorization, Higher Approval Guarantee, Bank Fees and Interest, Four Check Multiple Check, No Excuse Stop Payment, and much, much, more.
Positive forces outnumber the negatives. The numerous options of industry-specific programs, bank fee reimbursement, interest payment, and dedicated customer service representatives, tug the merchant closer to the decision to buy.
The "Yes" Close
If Mr. Merchant has admitted that he needs a Check Guarantee service, but still seems hesitant to sign, focus on your strongest points.
* Do you want to increase your sales? - Yes
* Is the rate what you expected? - Yes
* Are you happy with the service agreement? - Yes
* Do you want to start approving your checks today? - Yes
Don't lose the sales tug-of-war slipping on objections. Use your program advantages to coax Mr. Merchant to cross the line and say "Yes".
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