Close That Sale

By Dr. John M Akers

"CLOSE THAT SALE" is a no-nonsense approach to understanding the art of sales. This nuts-and-bolts publication is not loaded with long stories of sales conquests and failures. Instead, it is a straight-forward step-by-step guide to mastering the art of CLOSING A SALE.

• Language: English
• Publisher: Akers Jr.
• Release date: Aug 8, 2022
• ISBN: 9798885907170

Book preview

Preface

This book is about the solutions on how to sell any tangible or intangible product—example: furniture, appliances, autos, trucks, real estate, just to name a few. This publication will guide and instruct you on how to Close That Sale! Look at some interesting statistics:

DID YOU KNOW THAT:

Ninety percent of all consumers want a demonstration of a product before they consider purchasing that product.

Seventy-five percent of customers told their sales representative when first approached that they were just looking.

Eighty-eight percent of consumers buy a different product, with different features from what they first intended to purchase.

Ninety-five percent of all buying decisions will be made by the female(s) in the family.

Eighty percent of customers who buy a product do so because they trust and respect you. They must like you first.

Ninety percent of consumers stated that their sales representative did not inquire or ascertain their wants and needs concerning the product they were selling. They also failed to build any rapport before closing the sale.

Ninety percent of consumers felt that they received either no demonstration, or a terrible presentation, at best.

Fifty-seven percent of consumers stated they bought a product on the spot when they were satisfied with a good presentation and demonstration of the product they were seeking.

Eighty-five percent of salesmen, who happened to answer a phone call, never ask for the caller's name or phone number before hanging up.

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Seventy-eight percent of all customers that leave a store without purchasing an item are not contacted again concerning the item(s) they were seeking.

Eighty percent of customers, who shop or look at a large ticket item, purchase that item.

Fifty percent of customers will buy a large ticket item within five, hours of shopping at the first location. Thirty percent will take delivery within three to four days. Twenty percent will purchase within a week.

With eighty-five percent of customers who buy large ticket items, the store does not contact them for future purchases of other item(s). Most customers would buy again if contacted on a regular basis.

The above statistics can be overcome only by knowing how to handle the steps to a sale. This publication will point out most of the deficient behavior some salespeople engage in when they become lazy or because they were not trained properly at the start of their sales career. This publication is chock full of truisms that will benefit the new salesperson and will be a convenient reference material for the seasoned salesperson.

Practicing your skills will go a long way to producing the results that a salesperson will be looking to accomplish. Just like any athlete, musician, or actor, a salesperson depends on their