Skip to main content

The Impulse Factors



The Impulse Factors of closing is like this story of One Sales person said to the other One salesperson said to the other ‘I made some great presentations today‘. The other replied, ‘I didn’t close any sales either, are we in the presentation business? Or are we in the business to close a sale and generate revenue. It happens to all of us that sometimes even after making a good presentation, identifying the need and after providing the right solution and showing all the benefits then also customer is thinking whether to buy or not over that time there are some closing techniques which each professional has to use, and he can develop this skills based on his level of comfort or discomfort. Which is known as 4 Factors of Impulse closing? That is Indifferent Attitude (I), Fear of Losses (F), Sense of Urgency (S), Greed Factors (G) acronym for the same is (I Found Smart Girl/Guy)



The-Impulse-Factors



Indifferent Attitude:

It’s our body language that tells the customer that we do not care if you buy from us or not. for example, You like someone and you tried talking to them, and they play hard to get and in reverse, you pay attention to someone else when you see the first person will come to you. It same thing we are supposed to do with the client as they accept he is a salesperson, and he wants a sale so the customer will keep putting objection and argument but over that time you say, sir, this is the best offer for you take it or leave. Listening to this; people will be drawn to your no caring attitude. The Customer will understand that you are here to give him best deal and not just sell, and he will buy from you.

Fear of Loss:

Don’t miss the opportunity. It is the way of saying that you will get the benefits today or you will lose it forever. It is the factors we have seen in lots of place like last 3 days sales, Yearend sale, extra, this is nothing but Fear of Loss. When we show the benefits to the customer, and he says want some time to think over, that time tells the customer that this we have only 8 forms for your area and its only till 5 pm today so buy it know and don’t lose the benefit.

A sense of Urgency:

 A client must be made to see a profit in acting now or a loss in the delay. The clients feel there is no urgency, and he can do it later. We as a professional should motivate the undecided buyer. May offer an additional saving of say 5 % or 10 % if the client is ready to buy from you today. As a note of caution doesn’t use these things as gimmicks if you do not stand by your words, you will lose credibility.

Greed Factors:

 Everyone wants what others Have, for example in school or college you like the brand of clothes your friends or relative brought even the bike what your friends or neighbour have. The same principle is applied to the field customer also want the offer or benefits what his colleague or neighbour has. It is one of the most important and power factors, you can use this factor as many times as you want.

Remember that we are doing all this with only one thing in mind that is closing. Closing is the lifeblood and key to success in sales, The Impulse Factors will help in daily closing and generating revenue which is our goal is like sowing seeds every day. But be the ethical and honest salesperson because selling is not one time process it is an ongoing process.







Comments

  1. Hello it's me, I am also visiting this site regularly,
    this site is truly good and the people are in fact sharing nice thoughts.

    ReplyDelete

Post a Comment

Please comment in case of any Question or Suggestion

Popular posts from this blog

Buying Signals for Salespersons.

Recognizing Buying Signals is crucial to closing a sale for all the salespersons like me and you.  At times there are opportunities we can get a commitment to a sale from the customer. we should be sensitive to the clues.  When we recognize the buying signals, that's the time we may want to cut down your presentation and go for the close.  Make the transition carefully and don't be abrupt. A good way of transitioning is to summarize the benefits (not more than three benefits at a time). Then start the paperwork to close the sales. Positive buying signals are like green lights for you to go ahead, and the opposite is just as true. Negative buying signals are your stop signs, which mean the prospect is telling you, ' I am not Convinced yet'. It does not mean that you leave the prospect and move on this is the time to show more benefits and use The Impulse Factors for closing the sale. The Prospect gives positive buying signals in the fo

Deciding the effective way of Presentation Approach and Method

We all would like to know the best way of Deciding the Presentation Approach and Method that could help us on the field and could multiply our sales.   I and you are the Professionals how to establish the rules of the game before we start playing and we ask questions in order to gain a clear understanding. We should know in advance who the key players are in the decision-making process. Those are the peoples with who we should make efforts to build the relationship with and give the Presentation. Always ensure that you optimize your time by making presentations to the decision maker. Many salespeople keep making presentations without even finding out who the decision maker is. No Wonder their closing rations go down. Most of us sales professionals could multiply their sales if only we made great presentations. A great presentation cannot be fancy packaging alone, it needs to be substantive. It should be well planned, Structured, Customer-focused and solutio

COLD CALLING-Cold Calling Scripts, Tips, Definition & Meaning-AGM.

I'm going to discuss with you Some Important tips of mastering the COLD CALLING. Let us talk about mastering the cold call in different ways. Mastering the art or skills takes a lot of time. Many calls a lot of practice, right. Many people are in coal calling for a few weeks a few months a few years. I have been successful with it for over 15 years and today I want to give you the most important things or secrets to know about successful cold calling. I suppose you could just as easily flip it around and say things to avoid would be to miss or neglect to do these things first has to do with a script. You know you hear arguments on both sides that don't read your script it's mechanical well the biggest mistake or the most important secret to do right is to have the words that you need without reading them mechanically. So you're going to be saying the same thing repeatedly you want to have a pitch. Therefore, you do not get lost tongue-tied or s