Closing the sale is about raising the customer’s perceptions of value as high as possible. That’s what 27 years of First Concept’s research concluded about why people buy and what affects whether they say yes or no. People say yes when their perceptions of value are high. The lower their perceived value, the more likely they are to say no.
When salespeople receive sales training about how their prospects and customers figure out their perceptions of value and what causes that value to rise and fall, they become aware of more things they can do to help close the sale. It’s the extra things they do as a result of this new information which enables them to close more sales.
No matter how experienced your salespeople are or how many of them are meeting and beating quotas or how much sales training they’ve been through, most of them could close more sales based on our research. These new discoveries are the result of going deep inside the prospects’ mind by traveling with salespeople, interviewing prospects and customers and observing thousands of salespeople while acting as buyers.
Whether as a speech, seminar or sales training program, Don Shapiro shares his original discoveries in a fun and exciting way customizedfor what you offer and who you sell to. He takes your salespeople on a safari inside the mind of their prospects and customers as they learn how to apply this new information about how to close the sale.
Don’s been motivating salespeople to close more sales for over three decades by sharing new information about why people buy…and why they don’t. Give your salespeople something new that can actually boost your closing and win rates. Let Don Shapiro’s enthusiasm ignite your people with a customized sales training program about why their prospects and customers really say yes…and how they can use this new information to close more sales.
When salespeople are exposed to Don Shapiro’s discoveries about why people buy and how they figure out perceived value they are motivated to…
This leads them to do the following five things which together will cause more customers to say “yes” more often:
When salespeople do all five to the max, they close more sales, retain more customers and increase referrals to new prospects.
“Closing the sale is about the entire sales process, not just the end of the process. It isn’t any one thing a salesperson does that makes the difference in closing the sale. It’s everything they do that makes the difference. Closing the sale starts with the first contact and proceeds through every sales conversation until a salesperson helps their prospect see the highest value possible.” Don Shapiro, President, First Concepts Consultants, Inc.
For your next meeting or conference, let Don energize your salespeople and give them something they can immediately apply to close more sales.
When Don Shapiro talks, salespeople learn, laugh and leave inspired. Learn more about how his customized sales training, speeches and seminars have helped salespeople and read some testimonials.
This article describes Don Shapiro’s 30 years of research into why people buy that lead to his latest discoveries which help salespeople close more sales. You will learn how the research was conducted and how each discovery raised more questions that lead to further research. His latest discoveries are currently only available through the speeches, seminars, training and consulting services offered by First Concepts Consultants, Inc. A book is in the works but won’t be finished until more sales forces have been exposed to these discoveries to see how they affect salespeople’s closing rate.
Explores the importance of the choices salespeople make about what they do next to close the sale. Those choices are based on all the available information they have about the prospect. The more salespeople know about why people buy and how they figure out value, the more information they gather from prospects and customers. That additional information causes them to make better choices about what they do next to increase the likelihood of closing the sale.
Looks at what customer value is, how customers figure out their perceptions of value and the existence of hidden value that could help justify more purchases at a profitable price.
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