UNDERSTANDING WHY PROSPECTS BUY CAN DOUBLE OR TREBLE YOUR INCOME OVERNIGHT

(The following information is an extract from the Peter Collins Article Archive of over 3,000 Articles gathered from over 40 years of Personal Research). Copy and distribute this content as often as you want. You are encouraged to share it. ? Copyright Peter Collins, Sydney, Australia, 1994, 1997, 2002, 2007. 2011, 2015, 2017, 2019, all rights reserved.

UNDERSTANDING WHY PROSPECTS BUY CAN DOUBLE OR TREBLE YOUR INCOME OVERNIGHT

Here’s a factor that professional salespeople understand and use to a mutual benefit on every call, the average think they understand but still do their selling for the wrong reasons and in the process keep using out-dated techniques, but the majority that call themselves salespeople have never learned or they keep going about things the wrong way for the wrong reason.

Another way of getting to know this one factor better is to say that people buy with emotion and then justify what they have bought with logic. When this happens and the salesperson buttons up the sale, whoops, did I hear you say what’s button up the sale? If you did, you’re in good company because the majority of those in selling today don’t know what a button up either. In fact, if you google Button Up the Sale, the only reference you will find there is linked to my website – profitmakersales.com. So be my guest, check it out for yourself. I am the only one in the world that writes about Button Up the Sale.

And those sales professionals that appreciate what Button Up the Sale means, are the old school professionals that meticulously practice this process on every call they make – and incidentally, are also the ones with the Lowest Number of Cancellations after the sale has been made as well.

So what a button up is that the salesperson goes over their written notes in summary form after the sale has been made and the contract signed and the terms agreed on and carefully ticks off each important point the client agreed on. This may take time, but that time invested is important because it shifts the focus of the sale from one of emotion and moves the sale into a point of logic. And when logic is brought into the selling process at this point, the chance of the seller getting a cancellation from this client reduces dramatically.

The reason for this is that most people who buy based on emotion rarely get to understand the logic behind their decision, so when either a work associate, or family member, or neighbour or friend questions their decision they will immediately question that decision, as everyone else will. But when you present logical facts to them about their purchase, they will immediately defend their decision with that same logic. And when emotion is moved out of the picture (and remember emotion was the reason they bought in the first place), they will use logic to the endth degree to justify and to remind themselves why they bought a specific product or service.

In fact, using this process my cancellation rate with one company, where I kept rewriting the national and international sales record books still stand at 4 cancellations over a 9 year period while selling over 4,000 medium to high priced ticket items.

Now did I hear you say, or did you think to yourself, that I don’t keep written notes during the call or summarise anything after the contract has been signed. If you did, then now you have the second factor to consider, because those two points alone will most likely double your sales in future.

Another thing most average salespeople don’t do is to spend a few minutes of quiet time after the sale mentally or physically checking that they covered everything they should have during the sale. If you do this after every presentation, whether you sell or not, not only are you less likely to fall into a sales sump, but you won’t get off the track. And because of this you will definitely sell more.

So now we have three things that you can immediately change that will either double or triple your sales results without you having to change too much at all in the way that you sell.

Peter Collins

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This Article is by Peter Collins - In a sales career spanning more than 55 years, Peter Collins has focused on helping and bringing out the best in others - whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and of the 140 books he has written over the past 50 years, Peter has 70 Business Books to his credit, (but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale). Peter also has written 30 Christian books. One of Peter's books, sold almost 2 million copies in the late 1970's and is still selling well through second hand online marketers worldwide. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.

? Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 1997, 2002, 2007. 2011, 2015, 2017, 2019, all rights reserved.

Peter can be contacted through his website – profitmakersales.com

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