"It's important to realize that even when someone is demanding and rude or distracted and hard to read, you can work creatively to close the sale, and still enjoy at least something about meeting that person," emphasizes Jeanne Winkle, a national sales trainer who is enthusiastically launching her new training company, Tough 'n Tender Training and Development.
Jeanne has developed a unique, professional and successful approach to closing a sale that she is presenting across the country. Many people only see the "tough side of a sale," and see "sales" as a scary word. "It conjures up the image of the fast-talking, arm-twisting salesman for some. For others, 'sales' symbolizes a life of cold calls constant rejection, and the fear of not being able to 'make it'," according to Jeanne. Some people think they could never sell for a living—much less enjoy it.
Jeanne has been involved in selling at some level all of her professional life. She recognizes that selling is at the heart of every business—selling ideas, selling one's abilities and selling products or services.
There are five "E's" for Excellence recommended for a successful sales person, Jeanne says.
Enjoy Yourself
Enjoy Your prospect
Educate. Be sensitive
Educate. Really listen
Educate. Close
To successfully close a sale, it is important for you to look beyond the "obvious," look underneath for a prospect's real needs. Get to know your customers and clients in the process of making a sale, and be flexible in your approach.
Every person you work with is different and might require a different approach. Some of your customers want to be in complete control, others just want to have all the information in the most precise way so they can make up their own minds. You always want to emphasize the benefits to prospective customer/client and be sure you know more than they do about your product.
These are just a few of the tips Jeanne shares in her sales presentation, "Sell 'em Tough 'n Tender." She has just released a new 108-minute educational video and audio tape workshop on Closing a Sale using her humorous, soft sell approach.
© 1994 Gabrielle Parkinson
For more information on training sessions and the video and audio tape materials, call Jeanne at (707) 442-4649.