We all can use a good selling tip that will help us sharpen up our sales strategy by using a new sales technique. This sales technique is very effective. Using this technique will help you determine your customer's buying temperature and will often surprisingly be the catalyst for the close.
Sometimes when we are engaged in a sale, we find that even though we have gone through the sales presentation efficiently, have been thorough in answering all objections and have even narrowed down all things having to do with the program; we still find that our customer is not making that buying decision. In other words, we just can't seem to close the sale. It may be that your customer is hesitating for some unknown reason. It could be as simple as they were just being polite when you ask to talk to them about a business opportunity, and never intended to purchase right away. This is the type of scenario where you can very effectively use what I call the "Box-Step" sales strategy.
As soon as you have detected that your customer is waffling or stalling on making a buying decision, very politely step away from the customer and towards where ever it is that you keep you keep more information on your program. It could be a anywhere, other than whatever location you are currently at -- it doesn't matter, just take a step or two in that direction, then turn back to your customer and say, "Customer, I'm going to go get you more information, so you can sign up today, (pause), I can help you sign up today if you like. It has been the experience that if you have done everything else right up to this point, your customer will say, "OK -- sure!" If they are agreeable, then you can assume the purchase. Go ahead and bring the information and either sign him/her up (if at your home), or walk them through the process. It is very rare that you will bring the other information to them and the customer decides they don't want it. Congratulations -- you made the sale!
However, it may also happen that after you've asked them if you can bring them more information, that your customer will tell you "no thanks". If this happens, then do not bring the information, (however, if you feel you need that other information to close the deal, go get it), but instead turn and step back towards your customer and continue with where ever you were in the program. In doing the "Box-Step" sales strategy, now you know how hot or cool your customer is to a decision to buy. Once you have stepped back to them and returned to the sale, you may discover that there was a detail that you missed. If so, resolve the issue and try the "Box-Step" strategy once again and see what happens. Often you will get a "yes" the second time around!
By the way, never worry about a customer questioning you as to why you did not go bring the other information. It almost never happens if the customer is truly not ready to buy.
Keep in mind, when trying to offer a program to a potential customer, always refer your sale as a "gift". For example: Mr James, I would like to offer you a gift. If they say what do you mean, how is it a gift when I have to pay for it. Tell them that the gift is the opportunity to change there financial future. That will get their attention.
