Closing sales is the main measurable goal for professional sales pros. What is your closing rate? Is it tattooed on your brain? Bringing home the bacon is closing the without the threat of buyer’s remorse and possible cancellation. Indeed, many top sales people can close a high percentage of sales but the power of their subtle coercion just brings about a cancellation once the salesman has gone. All was for naught. A great performance but “no cigar”.
Here is a general idea of the basis for consultative selling technique? Most clients have the pre-conceived notion that a sales person is there to game them….because if they like the sales person they might the product or service. This is what we call the “white shoe” style of selling. It’s based on the premise that the client wants to help the sales person and not so much themselves; a very weak premise. If there is no , then it becomes a personal rejection of the sales person. Most people deeply fear rejection in any form.
Successful sales professionals know that it’s not about being like-able but is about identifying the need(s) and want(s) of the buyer. If the buyer sees no need for what you have to sell, chances are highly probable that you are wasting your time trying to make what your selling become a need. So, the first step in the consultative is to present yourself as an objective expert on how-if the buyer has the need-your product or service might represent a solution. An effective consultative will result in the client asking for the .
Building Urgency
Key to closing any is building urgency to make a decision. You do this by establishing upfront in the presentation that the buyer will give you a yes or no at the end of the process-either it makes sense or it doesn’t. Assure them that it won’t hurt your feelings if they say no. Rejection is no problem for you. The facts will make any decision apparent.
By not setting the expectation of a decision at the end of the presentation not only loses the opportunity to get a decision and save wasted return visits with the “hope” for an eventual , but also the sales person loses the opportunity to take control and bust the view that the sales person is there to do a song and dance. If you come in with a no nonsense, needs assessment approach-and mean it-you position yourself as an adviser and not a sales person.
A consultative depends on presenting a logical reason to . However, the buyer must first agree that they have the need (problem) and that they want to satisfy the need. It then becomes a matter of presenting facts that logically support what you have to offer. If done properly, at the end of the presentation, the buyer will ask for the : “So, what’s next?” or “What can you do for me?When a client asks for help or the next step in the process (closing signals), it demonstrates the following:
* You are not a salesperson in the traditional sense. Your job was to help facilitate a decision. You presented yourself as an expert on the subject-not a sales person.
* You help the buyer admit that there is a problem or need and that it should be resolved now.
* You set the ground rules that if your presentation makes sense, the buyer will give you a yes or no. Either it makes sense or not.
You kept the sales person out of the room. It was all dispassionate logic.
You showed that your main interest was helping the client meet their needs-not yours. If your product can meet the need, so much the better. But the decision was totally in the hands of the buyer.
* The buyer was under your control from the time you set the expectation of giving you a decision.
Always have your pen and contract at the ready when they ask for your help.
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As someone who works in the cigar industry, it takes a lot to get me excited about a cigar. I’m used to sales reps hyping up the “latest and greatest” from whichever brand they happen to be representing. It’s their job, I get it, but it’s made me very skeptical. So, you can imagine how thrilled I was to discover that one company always delivers the goods. That company is Davidoff and their newest line, Puro D’Oro, did NOT disappoint.
I would be lying if I said I wasn’t already partial to Davidoff. I don’t think I’ve experienced many smoother than the Davidoff Thousands series that offer such an amazing caliber flavor profile. Emerson’s Cigars is one of the few brick and mortars in my area, Hampton Roads, Virginia, that offers Davidoff at all five of their locations for such an amazing price. So, when I heard Davidoff was introducing the Puro d’Oro, I knew exactly where I would be smoking my first one.
is a very special cigar, not only because it’s from Davidoff, but because it has such an amazing story. Literally meaning “pure gold,” Puro d’Oro is a testament to what can happen when someone combines science, creativity, and lots of patience. In 1996, Hendrik Kelner began experimenting with tobaccos for this cigar’s wrapper. His initial attempts with Criollo seeds failed, at least to Davidoff standards, even though they were meticulously and expertly cross-bred with specially selected hybrid seeds. Then came the miracle idea. Hendrik hypothesized that the red, clay-like soil of Yamasa would produce a unique, interesting, but rich flavor as a wrapper leaf. Flash forward years later and success was granted. The Puro d’Oro was born.
I tried the Davidoff Puro d’Oro at the Emerson’s Cigars new location in the up-and-coming Peninsula Town Center in Hampton, Virginia. They have an extremely comfortable and chic lounge area with beverages and flat screens. (If you can’t make it to one of their stores, they have amazing prices on their online store- () I decided to begin with the Notable. Construction was impressive, not many veins, with a classic pigtail end. I’ve obviously never smoked a cigar with a Yamasa wrapper before so there wasn’t anything to compare it to! The initial taste was buttery with a slight hint of cream. This moved into notes of spice, becoming heavier and more earthy through the end. I really love a Dominican puro. I think the flavors are bold without being overpowering yet delicate enough to be enjoyable. The burn was as even as could be and held a brilliant ash through the better part of the cigar. Price points are pretty fair. Emerson’s Cigars sells them in 25 count boxes and pre-packaged four packs. The Puro d’Oro from Davidoff is definitely a lovely, innovative, yet traditionally packaged and presented cigar. Well worth its weight in gold.
Maria is an expert author and webmaster of Cigar websites. The website having details of Cigar, Cigars, Davidoff Puro d’Oro, Davidoff Puro d’Oro cigar
http://www.emersonscigars.com Emerson’s Cigars Attn: Mail Department 1412 Greenbrier Parkway, Suite 124A Chesapeake, VA 23320 Phone: 800-842-2990
In tobacco-related news: Recent reports in several media outlets throw some light on the deepening problem that illegal small cigar factories, known as chinchals, pose for the Cuban government. It turns out that other United States neighbors face similar problems in managing the flow of tobacco.
A flurry of news reports suggests that Canada is having trouble controlling contraband tobacco–generally tobacco either stolen from producers or sold off-the-books in to avoid the country’s high tobacco taxes. The scale of the problem? No one’s entirely sure, but one of the largest Canadian tobacco companies has suggested that untaxed revenue from contraband tobacco is costing the country billions of dollars. And in a recession, that’s not chump change.
The same study (funded by industry groups) found that up to thirty percent of the tobacco used in Canada is illegal. That number balloons to forty or fifty percent in places like Ontario and Quebec.
One reason this is a serious issue is such tobacco, often sold on the super-cheap in bulk to consumers for a rate that amounts to pennies per cigarette, does not have to clear any health, safety, or quality control boards.
In addition, the larger the trade gets, the bigger the revenue that the government misses out on taxing–which creates big problems for a society with such a generous tradition of social spending. It also means lower sales for convenience stores and other legitimate businesses, not to mention the tobacco companies themselves, who figure their lost revenue at nine hundred million.
Where is this tobacco coming from? The Royal Canadian Mounted Police (who seize large amounts of the stuff every year) say it’s coming from the United States. More specifically, they trace some of the tobacco to the Akwesasne Mohawk reserve near Ontario, which extends across the US-Canada border. Thus the problem with enforcement: the tobacco is coming from a place that crosses national boundaries, and has a certain amount of limited freedom from both. Several levels of a couple different governments need to be enlisted in any effort to significantly reduce the tobacco influx … as well as, most likely, a study of who is producing this tobacco, and what economic, social or legislative changes might reduce their incentive to do so.
In the meantime, say critics, the Canadian government could at least prohibit sales of tobacco products such as rolling papers to those who don’t, you know, have a license to make or sell tobacco products.
In any case, news reports don’t mention a widespread illegal-cigar tobacco problem. And cigars do indeed represent a less attractive option for counterfeiters. Cigar aficionados are looking for better-quality cigar tobacco, and part of the reason for growing illegal cigar tobacco is that you don’t have to do quality control. Also, chopped-up cheap tobacco is easier to transport and hide than the full-leaf kind that tends to make a great cigar. Illegal cigar-making tends only to happen in cases where there’s a strong incentive to do so, as in Cuba … and people don’t exactly stream across the border for these great Canadian cigars.
Still, in a troubled economy, how long before we can expect to see similar problems arise in the other areas? In the meantime, the Canadians’ problem is one more reason to cigars from a trustworthy, known source.
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The U.S. Tobacco Product Manufacturing Industry report, published annually by Barnes Reports, contains timely and accurate industry statistics, forecasts and demographics. The report features 2010 current and 2011 forecast estimates on the size of the industry (sales, establishments, employment) nationally and for all 50 U.S. States and over 900 metro areas. New to the report this year are: financial ratios, number of firms and payroll estimates. The report also includes industry definition, 5-year historical trends on industry sales, establishments and employment, a breakdown of establishments, sales and employment by employee size of establishment (9 categories), and estimates on up to 10 sub-industries, including cigarettes, cigars and chewing tobacco.
Table of Contents : Users’ Guide Industry Definition and Related Industries Industry Establishments Sales and Employment Trends Financial Ratios Establishments Firms and Payroll Sub-Industries – 2009 Estimated Industry Sales ($Millions) Sub-Industries – 2009 Estimated Number of Establishments Sub-Industries – 2009 Estimated Number of Employees 5-Year Trend – Estimated Industry Sales ($Millions) 5-Year Trend – Estimated Number of Establishments 5-Year Trend – Estimated Number of Employees 2010 U.S. Metropolitan Areas – Estimated Number of Establishments 2010 U.S. Metropolitan Areas – Estimated Industry Sales ($Millions) 2010 U.S. Metropolitan Areas – Estimated Number of Employees 2011 U.S. Metropolitan Areas – Estimated Number of Establishments 2011 U.S. Metropolitan Areas – Estimated Industry Sales ($Millions) 2011 U.S. Metropolitan Areas – Estimated Number of Employees 2010 U.S. States – Estimated Number of Establishments 2010 U.S. States – Estimated Industry Sales ($Millions) 2010 U.S. States – Estimated Number of Employees 2011 U.S. States – Estimated Number of Establishments 2011 U.S. States – Estimated Industry Sales ($Millions) 2011 U.S. States – Estimated Number of Employees
For more information please visit:http://www.aarkstore.com/reports/2010-U-S-Tobacco-Product-Manufacturing-Industry-Report-32359.html
It might be said that the electronic cigarette is the best product that has ever came along for those who smoke. It has many undeniable advantages over traditional tobacco cigarettes and lot smokers are just now finding that out. Smoking cigarettes is one of the most difficult habits to give up and so many who smoke have tried time and time again unsuccessfully to stop. The electronic cigarettes is not being marketed as a tool to help you stop smoking, but rather as an alternative to traditional tobacco cigarettes; even though the electronic cigarette does deliver doses of nicotine like many stop smoking aids do. The decision and will power to quit smoking is as always in the hands of the smoker.
If you are tired of paying the outrageous prices for a pack of cigarettes today, the electronic versions are more affordable. They deliver the same smoking satisfaction without the tar associated with tobacco products that are burned. Electronic cigarettes have no carcinogens at all because nothing is burned. The nicotine solution is only heated by the atomizer that is activated by a rechargeable battery stick when you inhale. The smoke that is exhaled is really just water vapor. It is less harmful to others if it is harmful at all, than second hand smoke from regular cigarettes.
There have been numerous studies done on the <a rel=”nofollow” onclick=”javascript:pageTracker._trackPageview(‘/outgoing/article_exit_link’);” href=”http://www.premiumecigarette.com”>Electronic Cigarette</a> and so far most of the findings have been that they appear be less harmful because of one fact alone, and that is the lack of the thousands of harmful chemicals that are in tobacco cigarettes. This fact however, is still being debated and not all researchers agree that electronic cigarettes are any better for you physically than tobacco cigarettes. That aside, there are advantages over tobacco cigarettes that are plainly obvious.
There is no bad odor from electronic cigarettes, as well as no tar residue in your body or your surroundings. They can be much more convenient to use for a smoker because there is no lighting involved. An artificial glowing red tip is as close to a fire as you get with an electronic cigarette. They will not burn anything. You can lay them down wherever you like with no worry of starting a fire. It is the numbers of filters that have to be disposed of is significantly reduced because one nicotine filter is equivalent to a half a pack of cigarettes or more. There are even less filters to be disposed of when you choose to the nicotine solution to refill your filters, which is even more economical.
Whether or not you believe that electronic cigarettes are a better smoking choice for you, must be decided by you. Many smokers have already switched over to this new revolution because it is less offensive to others and more convenient and cheaper for them.
The electronic cigarette is the best product that has ever come along for those who smoke. It has many undeniable advantages over traditional tobacco cigarettes and lot smokers are just now finding that out. Smoking cigarettes is one of the most difficult habits to give up and so many who smoke have tried time and time again unsuccessfully to stop. There is no bad odor from electronic cigarettes, as well as no tar residue in your body or your surroundings.
Robert Frank’s book titled Richistan is about the lives of the new rich and those who make up the wealth boom occurring in the United States. The book is 250 pages long and is fun to read. While we know there are millions of millionaires in the world, Frank exposes them in completely new ways, from how they hire butlers to the silly ways in which they make their fortunes. Frank gives us perspectives that we never think about when it comes to the self-made, rich population.
To start the book, the author gives the reader an idea of just how many millionaires there are in the United States; about eight million as of 2003. This number has risen drastically between 2003 and 2009. He also goes on to define the term “Richistan,” and divides his new country into three different categories based on household net worth. Lower Richistan consists of households worth $1 million to $10 million dollars. Middle Richistan consists of households worth $10 million to $100 million dollars. The elite Upper Richistanis consist of households worth $100 million to $1 billion dollars. There are only several thousand households in the Upper Richistani category.
Chapter one is titled, “Butler Boot Camp: Housetraining the New Rich.” This chapter serves as a great introduction to the secret world of the new rich households. Frank talks of butler boot camps, especially the boot camp held at the prestigious Starkey International Institute for Household Management. Here, men and women train to simply run the households of millionaires and billionaires and get paid a ridiculous amount of money to answer to the wishes and needs of the super rich. These butlers get paid anywhere from $75,000 dollars to well into six-figure territory. They must know how to please the super rich, and tasks include washing high-end cars, rolling cigars, setting up home entertainment systems, and the usual services such as cooking and babysitting.
Chapter two is titled, “The Third Wave: The Era of the Instapreneur.” There are thousands of people who are becoming instant millionaires every year. In fact, in 2005 there were about 227,000 new financial millionaires in the United States alone. Robert Frank describes in this chapter the six ways that most people acquire their wealth and points out several individuals who have instantly made millions of dollars through development and sales of several large companies. Jared Polis, for example, has developed more than a dozen companies and sold them all for more than a total of $600 million dollars.
Chapter three is titled, “Making It: Ed Bazinet, King of the Ceramic Village.” This chapter is devoted to those who have made fortunes in an unlikely manner. One person mentioned in this chapter is Sydell Miller. Ms. Miller operated a hair salon and developed a shampoo line called Matrix Essentials, which she was fortunate enough to sell to Bristol-Myers Squibb for a mere $1 billion dollars. Then there is the chapter’s title man, Ed Bazinet, who created miniature ceramic houses and ended up mass producing them for department stores. By taking a chance and producing his line of mini houses, he is worth over $100 million dollars. This chapter gives you the feeling that anyone can be rich if you have the will and a good idea.
Chapter four is titled, “Living It: Tim Blixseth.” This chapter talks about those who love their work and make their work their life. Men and women like Tim Blixseth do not seem to have the capability to relax; they are always thinking about business. Tim may be on vacation or relaxing on his yacht, but he never stops working on his business. Blixseth started in business at a young age by buying and selling timber to various other companies, and eventually started the Yellowstone Club, which charges $250,000 dollars to join and millions of dollars for the right to build a house on his land. This ultra-exclusive club has members such as Bill Gates and Dan Quayle who want their own retreat where privacy is at a maximum.
Chapter six is titled, “Barbarians in the Ballroom: New Money vs. Old.” Formal celebrations and balls are popular in the world of the ultra-rich. People are invited and expected to attend, knowing that a large monetary donation to the charity of choice is mandatory. The rich must donate large amounts of money and when they fail to donate, controversy arises. Not only are people expected to donate up to millions of dollars at a time, but there is also controversy about who is allowed or nominated to be chairperson of these formal events. The chapter goes on to discuss homes owned by Donald Trump and Sean Combs and how much property in various parts of the country can sell for. This chapter is the least interesting of the book, but still gives good information on the world of the ultra-rich.
Chapter seven is titled, “Size Really Does Matter: My Boat is Bigger than Your Boat.” The seventh chapter is all about comparing the property and expenses of the rich versus the ultra-rich. Mega yachts seem like standard property for a rich person these days, and boats are coming in huge sizes with all kinds of crazy options. Some foreign leaders are having boats made that are about 500 feet long, costing over $200 million dollars to build. The boats come with smaller boats, helicopter pads, dozens of hot tubs, swimming pools, theaters, gold-plated bathrooms, etc. The author goes on to mention how millionaires compare cars, watches, and homes, and spend vast amounts of money just so they can have the biggest and the best.
Chapter eight is called, “Performance Philanthropy: Giving for Results.” This chapter is intriguing, and it discusses entrepreneurial charity. People like Philip Berber who made a vast amount of money with an online stock trading company which he sold for nearly a half billion dollars, are finding new ways to spend their money. Berber started Glimmer of Hope, a company which uses large amounts of money to help make the world a better place. Other millionaires and billionaires like Michael Dell have donated millions of dollars to help Berber build schools, health clinics, waters wells, and vet clinics in countries where poverty is a severe issue. Men and women like Berber and Dell have high hopes to heal the world and have taken the initiative to help fight poverty with the fortunes they have accumulated.
Chapter nine is titled, “Move Over, Christian Coalition: The New Political Kingmakers.” The ninth chapter deals with the money that drives politics and campaigns. This chapter presents how policymakers ask for money to fuel their campaigns and the differences between the techniques Republicans and Democrats use to find their much-needed money. Four Democratic supporters in Colorado helped to elect their candidate to the House of Representatives. Not only did this happen in Colorado and the House of Representatives, but it happens all the time in the race for President of the United States. The Republican Party often gains large sums of money in a public manner while the Democratic Party often collects money from the ultra-rich in a more private manner. This chapter shows that people will stop at nothing to have their candidate nominated into office, even if it means donating millions of dollars every year.
Chapters ten and eleven are titled, “Worried Wealth: The Trouble With Money,” and, “Aristokids: We’ll Always Have Paris.” These two chapters talk about the troubles that come with large amounts of money. For example, more than half of America’s super-rich agree that money does not happiness. Money can dominate their lives and leave little time for personal time with kids and spouses. Money can cause such concern that millionaires have started meeting groups to discuss financial matters and meet with similar people in similar situations to get concerns out in the open. Who better to talk about your millions of dollars with than other millionaires? The final chapter of the book talks about the super rich children, or those who are in prime position to inherit fortunes. Kids today are attending classes to learn about manners and living the high-life. They also are being forced to learn about finances and what to do with millions of dollars so when they do inherit the money one day, they will not make unwise decisions and blow the money away like many of today’s celebrities and heirs/heiresses are doing.
Overall, Richistan is an engaging and enlightening book about today’s new rich. This book will keep you reading as you learn facts about the rich that you probably never knew. The chapters about prestigious butlers and how “bigger is better” are especially interesting and will give you a great idea how millionaires and billionaires really live and spend their fortunes. This book is rated 4.5 out of 5.
Daniel Breedlove is the owner and manager of Corner Office Books, the internet’s premier website for reviews and sales of hundreds of business-related books.
Overcoming objections is not hard. It is a simple matter of assuming the customer is going to and then solving their problem. In this article, I am going to give a true example of how a salesperson walked right past a they could have easily gotten using a some simple techniques for overcoming objections.
First, let’s set the scene for the true life example for overcoming objections.
Last Monday, which was the 31st day of August (I mention the date for a reason you will see) my wife and I decided to a new car and went to a dealership. The salesperson showed us three vehicles that would have been acceptable. One was the most luxurious model and we really liked it but said it was we couldn’t afford it. That left two vehicles. One of them had a bad and we rejected it. But then…out of the blue…came the final crushing objection. My wife said that she doesn’t like the color of either of them. The salesperson tried to find other inventory in his computer and kind of lost our interest while he was lost in working the computer for a long time. Then, he brought his manager to see us. The manager was nice but also made no attempt to close us. When we left, my wife said she was disappointed that they didn’t try to sell us as she would have bought any of the three vehicles if they had made it easy for us to make the purchase. Let’s look at some of the approaches they could have taken that could have easily turned a disappointed hand shake into a .
It’s The Last Day Of The Month
As I mentioned, it happened to be the last day of the month. What if the salesperson had asked if we really liked the luxury model we thought was out of our budget? If we said yes, he could have said. “Look, today is the last day of the month. Our expenses for the month are all paid. Any money we make now is just gravy. Now is the time to make an offer and see if you can get the luxury model to fit in your budget. Pick a number in your heart that will make you happy and I’ll get the paperwork started.” You can also adapt this to the beginning of the month and the middle of the month, to Saturdays, evenings and mornings.
Let’s Talk About The Color
My wife didn’t like the color, but what if the salesperson had said, “I know you don’t like the color but let me ask. Is there a price that would make the color acceptable? I mean if you saved enough would you accept a color that is different than the one you were hoping for? How much would you have to save? I doubt it but let’s see if we can get it in that range. I’ll get the paperwork started.”
Let’s Talk About The Odor
One vehicle was rejected due to a string cigar odor. The salesperson just agreed with us that it was overpowering. What if he had said, “Carl, we have a great reconditioning department and we are great at odor control. In fact, we do all the police cars for the city. I am confident we can get that odor to completely disappear. I am going to write on the that this purchase is subject to us getting the odor to you satisfaction or the purchase is null and void. I’ll’ get the paperwork started.”
The Loyalty Bonus
“Carl, normally you couldn’t get that luxury model in your price range but I see you bought your current vehicle here. I am going to try to get you a loyalty bonus that will make this vehicle affordable. I’ll get the paperwork started.”
Let’s Talk Paint
Carl, I understand that you wife dislikes the color, so I’m going to write here that the vehicle if to be repainted in the color of your choice at no additional charge. I’ll get the paperwork started”. Now this may or may not be possible but it will get the buyers to sign a contract and get the negotiations rolling.
The Coin Flip
A last ditch “Hail Mary” approach is to find out which one they are “leaning towards” and then say, “Tell you what, I’ll flip you for it. Heads you it, tails you walk away”. You flip a coin and you have a 50% chance.
If Your Daughter….?
“Carl, let me ask you, if your daughter was looking for a good vehicle from a good dealer and she saw the ones you saw today, what would you advise her to do?” Many customer will say, “I’d advise here to take the XXXX”
Would These Methods Work?
We have discussed seven ideas to get the . Would they work? They will work on some people and not on others. But we know for sure that they won’t work if they are not tried. In our true example, the salesperson and the manager failed to try and lost the . Be sure you have lots of ways to solve the customers’ problems and always assume that they are buying. It is easy to overcome objections if you just don’t give up and if you try to solve the customer’s problem.
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