MODULE ON "ADVANCE SELLING"

1)         STRATEGY MEANS SUCCESS
            To Succeed in This Golden Age You Must Use Strategy
            Three Kinds of Salespeople
                        Some go along for the ride
                        Some are mechanics
                        Some are professional, or are on their way up
            Selling Is a Profession
            You Create a Prospect’s Reaction
            What Is a Closing Situation?
            Determine the Prospect’s Weakness
            Skill in Planning Puts Your Knowledge to Work
            Concentrate on His Vulnerable Areas
            Use a Standardized Close – It Works
            Without Knowing It, You May Be Using a Standard Close
            It’s Like Military and Sports Strategies
            Arousing His Desire Is Not Enough
            Take Stock of Your Weapons and Plan Your Closing Attack
2)         SIDESTEPPING THAT FALSE OBJECTION
            Ignore, Don’t Remove, the False Objection
            How to Identify a False Objection
            Plain Logic Detects a False Objection
            Seek Out Hidden Causes
            How to Ignore the False Objection
            How to Close Over the False Objection
            How to Isolate the False Objection
            How to Bury the False Objection Until It Loses Identity
3)        HOW TO COMBAT HIDDEN NEGATIVE INFLUENCE IN CLOSING
            What Makes a Prospect Say “No”
            Lack of Interest by the Prospect
                        How to identify it
                        How to treat it
            Normal Resistance to Change
                        How to identify it
                        How to treat it
            Does Not Want to be Influenced
                        How to identify it
                        How to treat it
            Fear from Former Unfavorable Experience
                        How to identify it
                        How to treat it
            Mistrusts or Dislikes for Salesman
                        How to identify it
                        How to treat it
4)        HANDLING OBVIOUS FACTORS OF NEGATIVE INFLUENCE
            Fear of Overloading
            Too Busy to Make a Decision
            Conflict with Present Source of Supply
                   Quality – plus features of your product
                   Public demand for your product
                   General advantages of diversification
                   Too Expensive
                   Lacks Authority to Buy
5)        HOW TO CREATE THE BUYING IMPULSE
            Basic Desire for Protection
            Basic Desire for Convenience
            Basic Desire for Profit
            Basic Desire for Egotistical Satisfaction
            Basic Desire Created by Affection
            Basic Desire of Physical Needs
            Basic Desire of Curiosity
6)        THE SECRET OF POWER CONCENTRATION
            Power Concentration – Your Ultimate Weapon in Persuasive Weapons
            Blocking Negative Influence as You Generate Buying Appeal
            Compounding the Forces of Buying Impulse
            Combine Additional Basic Buying Appeals
            The Power Influence of Assumptive Selling
            The Power of the Salesman’s Personal Influence on the Buyer
7)         HOW TO CONCENTRATE POWER IN YOUR CLOSING TECHNIQUE
             Developing a Strong Initial Close
             How to create this initial close
             What Makes Prospects Buy Your Product?
             Combine Your Power in Series pattern
             “Top coat Closes” Get many an Order, Maintaining Your Power Closing Technique
8)         QUESTION PATTERN STRATEGY IN CLOSING
                        See the people
                        Demonstrate the benefits
                        Convince rather than just tell
            Question Patterns Guide Prospect’s Thinking
            Question Patterns Create Desired Conclusions
            Question Patterns Establish Responsibility
            Strategic Employment of Trap Questions
            Give Your Prospect a Chance to Muff One
9)         THE STRATEGY OF NARRATIVE IN CLOSING
Narrative Technique Adds More Authority
Narrative Creates the Confidence of Mass Acceptance
       Use specific names and specific benefits
       Employ casually, but sprinkle liberally
       Avoid controversial endorsers
       Build pro and con discussions on optional benefits
       Customer lists are a “must”
Narrative Adds Close Personalization
Dramatizing Narrative Provides More Flexibility
Narrative Pinpoints Customer Benefits
Narrative Commands More Interest
Narrative Builds Prospect Confidence – Creates Buying Mood
When Your Must Disagree, Do It Pleasantly, by Narrative
Narrative Allows Free Wheeling in Tender Areas
10)      HOW OBJECTIONS SET UP CLOSING SITUATIONS
            Objection Opens the Door to the Sale
            Some Objections Open a Big, Wide Gap
            How to “Mousetrap” an Objection
            Prospect Questions Present Closing Opportunities
            Recognizing Normal Usage Questions
            How to sidetrack Premature Price Questions
            If You Can’t Sidestep, Close
            If You Can’t Close, Sell Up to the Price
            How to Capitalize on “Hint” Questions
11)      STRATEGIES THAT ACTIVATE THE PROCRASTINATOR
            How to Move the Procrastinator
            You Never Hear the First One
            How to Close Through Prospect Build-Up
            Undertake Prospect Build-up Carefully
            How to Block Procrastination Through Logic
            When Logic Fails, Challenge
            As a Last Resort, Try Withdrawal
            If Procrastination Is a Big Problem, Use Big Weapons Against It
12)      HOW TO COPE WITH THE UNUSUAL PROSPECT
            The Technical Prospect
            The Silent Prospect
            The Self-Conscious Prospect
The WaIverer
The Cautious Prospect
The Buck-Passer
The Copycat
The Casual Prospect
The Shopper
The Slow Thinker
The Grouchy Prospect
The Egotistical Prospect
The Argumentative Prospect
The Curious Prospect
The Enthusiast
The Suspicious Prospect
13)      MAKING THE MOST OF YOUR STRATEGIES
            Capture Those Slippery Customers
            For Working Efficiency You Must Sort Your Raw Material
            Shape Ideas to Your Specific Pattern
            You Must Master the Employment of Each Close
            Fitting the Close to the pattern