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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.







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