Tuesday, April 30, 2013

Brett Siler's Anchoring the Sale

What Is Anchoring The Sale?
Using tie down questions to move the customer into the strongest close possible.

Why Is It Necessary?

  • Ensures the customer is certain about signing
  • It reduces cancellation rate
  • Gets a customer excited about signing
Common Mistakes
  • Closing too fast
  • Not asking the right questions 
  • Failing to solidify the sale after they sign
Three Keys To Success
  1. Ask the right tie-down questions
  2. Actively listen to your customer
  3. Spotlight the primary and secondary benefit
Anchoring The Sale Through Questioning
  • Compare services
  • Spotlight Primary and Secondary benefits
  • Ask 3 tie-down questions
  • Close the sale!
  • Solidify the sale

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