Closing More Sales Using Travel Incentives
You’ve got a qualified prospect in your showroom, on the phone or at your website. They need and want your product or service but you’re having a tough time getting a commitment and closing the sale. Has this ever happened to you?
What’s getting in the way and what can you do to eliminate prospects’ objections so you can close more sales?
Stop Selling and Start Helping
A common mistake when a prospect’s interest appears to wane is a sales rep will start listing features and benefits and explaining processes and credentials. As impressive or extensive as these may be, it is far more effective to get your prospects to tell you why they should buy your product.
Your firm may have been in business for hundreds of years, and sold trillions of dollars worth of goods and services, but closing your next sale depends on just one thing. It depends on helping your prospect get what they think they want.
Ask questions to help your prospects clarify what they are looking for and then tell them how you can help them. When a prospect explains to you what they need and want it is ten times easier to make the sale. In most cases, you won’t even need to “ask for the sale”. They’ll ask first.
This is a very hard skill to learn. The easier and more predictable way to easily increase your closing percentage is to make them an offer they can’t refuse. You can do this by simply increasing the perceived value of the offer to a point where it is hard to say “no”.
Companies take many different approaches to giving their sales force effective, meaningful closing tools:
The problem with these traditional tools are:
• The cost is enormous (value-to-cost is one-to-one)
• It decreases your business’ “average sale” amount
• It cheapens the value of your core product or service
• It does not expand other areas of interest, which may motivate them to buy
• Decreases the opportunity for “up-selling”
Increasing the perceived value of your total offer without significantly increasing costs is not easy to do – until now.
Ideas to Implement
• Get prospects to define what they are looking for; what they need
and want. Use a series of questions to get them to define their
concerns and the specific solution that would satisfy them.
• Instead of talking about how reliable your firm is or the guarantee
you offer, use leading questions to get them to define what’s
important to them.
• Make your prospects an offer they can’t refuse.
• Eliminate price wars. Bundling your product with a travel component
eliminates their ability to shop price.
Using Travel Incentives
• Include a vacation certificate in the deal to give your prospects yet
another reason to make a purchase decision today.
• Use a vacation certificate as a bonus when your prospects’ purchase
reaches a specific dollar amount and you’ll easily increase the dollar
amount of your average sale.
• Sales reps love using vacation incentives. Give them this powerful
closing tool and watch your sales increase.
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This entry was posted on Wednesday, September 2nd, 2009 at 8:02 am and is filed under Travel. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.
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