Everand Logo

Welcome to Everand!

  • Discover millions of ebooks, audiobooks, and so much more with a free trial

    Only $11.99/month after trial. Cancel anytime.

    Ahente 3.0: Closing Techniques Sales Pros Use
    Ahente 3.0: Closing Techniques Sales Pros Use
    Ahente 3.0: Closing Techniques Sales Pros Use
    Ebook83 pages2 hours

    Ahente 3.0: Closing Techniques Sales Pros Use

    By Emmanuel N. Santos

    ()

    Read preview

    About this ebook

    Ahente 3.0 is a the third book in the Ahente series. It presents 20 of the most powerful closing techniques used by successful sales professionals in the country. Each one is thoroughly discussed and enriched by examples of actual seller-and-buyer conversations culled from professional encounters and experiences disclosed by topnotch sellers in the country.

    While it can be argued (and rightfully so!) that closing will happen naturally if the initial stages of prospecting, approach, and presentation are performed masterfully, the skill of closing becomes critical as some concerns might still arise towards the tail end of the selling situation. In other words, mastery of each stage of the sales process is a must for the ahente to be successful in the very challenging world of selling.

    LanguageEnglish
    PublisherAnvil Publishing, Inc.
    Release dateOct 11, 2017
    ISBN9789712731990
    Ahente 3.0: Closing Techniques Sales Pros Use

    Related to Ahente 3.0

    Related ebooks

    Business For You

    View More
    View More

    Related podcast episodes

    Related articles

    • Article

      What Drives Rental Prices?

      Nov 28, 2019

      Recently I purchased a new property which came with an associated rental appraisal from the real estate company’s in-house property management team. It was a nice bit of marketing, but not much else. I have always struggled with real estate companies

      2 min read

    • Article

      6 Ways to Launch a Business

      Jun 1, 2019

      6 Ways to Launch a Business
      2 min read

    • Article

      26 Things Home Buyers Will Hate About Your House

      Apr 24, 2020

      Despite the pandemic, the housing market is on the mend. In August, the sale of existing homes rose 2.4% to a seasonally adjusted rate of 6 million, according to Kiplinger's Economic Outlook. Inventory is low and the competition is intense. So if you

      1 min read

    • Article

      So, You Want To Sell…

      Apr 24, 2020

      So, You Want To Sell…
      5 min read

    • Article

      Real Estate Investing in 2021 Comes Down to 5 ‘Un’ Words

      Nov 10, 2020

      Unmatched. Unfortunate. Uncertain. Have you noticed a familiar pattern in some of 2020’s most-used words? When America’s content marketing leaders were recently surveyed for their most-unloved buzzwords of 2020, their top pick was “unprecedented.” Ca

      4 min read

    • Article

      Road Map to Property Investing

      Feb 7, 2020

      Road Map to Property Investing
      3 min read

    • Article

      Building Credibility in Business

      Dec 31, 2019

      Building Credibility in Business
      3 min read

    • Article

      Growth Through Insights

      Aug 28, 2019

      Growth Through Insights
      4 min read

    • Article

      How To Sell New Products

      Aug 9, 2018

      How To Sell New Products
      14 min read

    • Article

      Sell Your Business the Right Way (Don’t Make These Mistakes)

      Dec 3, 2021

      “My father, ‘Paul,’ is in a real panic over the sale of the carpet and home furnishing stores in the Pacific Northwest our family has operated for many years. He is 82, in good health physically, but fears the economy is about to turn sour and wants

      3 min read

    • Article

      Sales, Marketing And Money

      Jan 17, 2023

      When things get difficult financially, the natural response is to look for savings. Costs you can cut. Things you don't need. We tend to get more careful about where we choose to spend money. That's all fine. It's smart even. What is not talked about

      3 min read

    • Article

      Growing Sales Through Slipstreams

      Jul 22, 2019

      IN THE PAST few months we’ve looked at the ‘8 levers of sales growth’ – the different tactical moves you can pull to change the performance of your business. In some we saw a clear ‘either/or’ scenario; however the following lever stands on its own.

      2 min read

    • Article

      9 Complete Guide: 8 Mistakes You Must Avoid In Your Content Marketing Campaign In 2020

      Nov 30, 2020

      Complete Guide: 8 mistakes you must avoid in your content marketing campaign in 2020 Content being the king of all marketing activities worldwide, content marketing has gained popularity over time as one of the best investments a brand can make. It’s

      14 min read

    • Article

      Juanita Neville-Te Rito of RX

      Jun 22, 2022

      The lockdown, in hindsight was incredibly fascinating. To live in, it was terribly confusing. For the first time in my lifetime, there was no rulebook on what to do or what not to do. The first thing that was evident is that we realised we are all hu

      5 min read

    • Article

      When The Money Comes Calling...

      Aug 17, 2021

      Five years after my co-founder and I launched our A.I. marketing firm, Retention Science, we made the Inc. 5000 for the first time, in 2018, and offers began rolling in to purchase our business. We weren’t ready to sell-more and more brands were turn

      5 min read

    Related categories

    Reviews for Ahente 3.0

    0 ratings

    0 ratings0 reviews

    What did you think?

    Tap to rate

    Review must be at least 10 words

      Book preview

      Ahente 3.0 - Emmanuel N. Santos

      PREFACE

      First of all, I would like to thank the thousands of people who supported my two bestselling books: Ahente: A Sales Professional’s Handbook and Ahente 2.0: 21 Tips to Deliver Powerful Sales Presentations. Until now, I am still amazed by the number of readers who shelled out hard-earned money to purchase the book. I hope it was worth your investment.

      The intention of the Ahente series is to impart tried-and-tested practices in selling. It is, for the most part, based on personal experiences and the nuggets of wisdom unselfishly shared by successful sales professionals.

      Ahente 3.0: Closing Techniques Sales Pros Use is the third installment in the Ahente series. It focuses on the last stage in the sales process which is Closing the Sale. Let me make a point. While a lot of importance has been placed in this sales activity, I consider this as something that should happen naturally if the ahente did a good job of selecting and qualifying his prospects, impressing the customer with his approach, delivering a convincing presentation, and professionally handling all objections. However, the majority of salespersons are still in the process of enhancing their skills. As a consequence, buyers are still left undecided. In this situation, proficiency in using the various closing techniques becomes crucial in consummating the transaction.

      This book is composed of two parts. Part One deals with Pre-Closing Essentials. It discusses tips on what the ahente should develop for a worry-free closing experience. Part Two tackles twenty closing techniques used by sales professionals. Each closing method is discussed at length. Scenarios that are for the most part, based on actual sales experiences, are presented to hasten the understanding of the closing techniques.

      PART ONE

      PRE-CLOSING ESSENTIALS

          YOUR ATTITUDE:

      The best preperation for good work tomorrow is good work today.

      Elbert Hubbard

      Spectacular achievement is always preceded by spectacular preparation.

      Robert H. Schuller

      I run on the road, long before I dance under the lights.

      Muhammad Ali

          PRE-CLOSING ESSENTIALS

      Closing the sale should be the easiest step in the sales process. And it is! But you need to hone your selling skills, master the science of prospecting, learn how to professionally approach your prospect, deliver a powerful sales presentation, handle objections convincingly, and use the appropriate closing technique. The key words are Practice, Preparation, and Patience—lots of it!

      Let us focus first on the pre-closing essentials. Here are seven tips to prepare you for a stress-free closing experience.

      1. Make sure that your prospects are qualified. Before you set up an appointment with a potential buyer, be sure that they conform to each of the following characteristics:

      a.    They are reasonably approachable

      b.    They can make the decision to buy

      c.    They need your product

      d.    They are able to pay

      e.    They are eligible to buy

      As indicated above, make sure that your prospective buyers are reasonably approachable. This means getting accurate phone numbers and other contact details. In addition, they have to be open to the idea of meeting with you personally. Moreover, it is crucial to determine if they are in the position to make the purchase decision. A lot of ahentes have wasted time and effort presenting the product to the buyer only to find out that the approval of other people (e.g. spouse, higher authorities) was needed before they could acquire the product. In both cases, a decision can still be made in your favor. That is, if they have a need for your product.

      Prospects oftentimes pose a challenge for sellers. But if they believe that your product is essential in improving their present condition (e.g. investment needs, old unreliable vehicle, no place to live, etc.) and are at the same time financially capable, then they will go for it. But be sure to effectively walk them through the process. This is why you need to work on your presentation skills and on your ability to answer questions convincingly and to handle objections well.

      Some products require the prospect to take out a loan from banks and other financial institutions before they can acquire the product. This situation is true for instance, in the automotive and real estate industry. In this case, the buyer should qualify for financing. This is what is meant by being eligible to buy. Ahentes belonging to these industries include this requirement urgently when sourcing for prospects.

      2. Be sensitive to buying signals. A good ahente is observant. The moment he sees the client, he immediately activates his keen sense of observation and looks for buying signals. Basically, these indications to buy are of two types: verbal and nonverbal.

      a. Verbal Buying Signals

      i.   Positive statements (I believe that is just what we need!)

      ii.  Asking questions (By the way, does it come in blue?)

      iii. Making suggestions (It would be better if you had longer payment terms.)

      iv. Expressing concerns (That is all good. But I need to check my finances first.)

      b. Nonverbal Signals

      i.   Head nodding as

      Enjoying the preview?
      Page 1 of 1