You should have the answers to all of those questions Get Agreement Once the client is fully engaged, it's time to get the final agreement. Once again, we reach this agreement with commitment questions. Here the questions may be more open ended where you allow the client to give a fuller answer than just agreeing with you. Open-ended questions give the client a chance to fully express why they feel that your product is right for them. They will be saying to you many of the things you have said to them during the presentation if you have done a good presentation. When you ask these questions it will either be time to finish the sale or the client will come up with an objection you will need to address. Either way, this is another time where you need to be very conscious of the personality type of your client. Situation : You have come to the end of the sales presentation. Your Question: "What question should I be asking that I'm not asking?" Any Objections? Depending on the way your company markets, you may have clients that are already predisposed to wanting your product. Even with this high degree of interest, you may still encounter objections. Doing an in-depth investigation of your client's needs and desires in the beginning of your presentation is key to not having objections at the end of your presentation. The better you know your client the more likely it is that you will cover any potential objections before they even come to the mind of your client. Don't forget to continually ask æwhyö when you get an initial answer to a question. That one word can make a world of difference in you getting to the real needs of your client. Objections decrease as you become more proficient at covering possible objections in the body of your presentation so they never come up at all. Situation: The sales presentation is over. It is time to ask for the sale with one last question. Your Question: "Why don't you give it a try?" YES, they want to move forward with your product. Congratulate them on taking the one action that will improve their life this year. They should thank you for taking your time to show them exactly how your product will work for them. You have provided a valuable service to your client and that should make you proud. Be Prepared--Not every client will say YES. Situation: Client declines your product or service. Your Question: ôWhat is there that we can do to make it work for you?ö Now it's their turn to brainstorm your solution to their own problem.
piece
is
an
abstract
triptych
that
I
found
while
I
was
in
Atlanta
buying
religious
paintings
The
piece
was
called
Guardian
Angel
and
I
love
it
My
patrons
fell
in
love
with
it
as
well
They
have
asked
me
to
track
down
the
artist
and
see
if
he
has
anymore
religious
paintings
available
The
only
religious
paintings
that
I
actually
do
not
buy
are
ones
that
reflect
the
image
of
Jesus
on
the
cross
I
don’t
have
a
problem
with
them
some
of
them
are
extremely
well
done
and
would
more
than
likely
sell
well
but
my
investors
made
it
very
clear
when
they
financed
the
gallery
that
I
would
not
put
that
image
into
it
PPPPP
683
Ajello
Candles
The
motto
of
the
Ajello
Candle
Company
is
“It’s
better
to
light
a
candle
than
to
curse
the
darkness”
This
candle
making
company
has
been
in
business
since
1775
The
business
has
been
family
owned
for
seven
generations
The
candles
from
Ajello’s
are
well
known
for
their
beauty
and
quality
While
they
make
more
candles
now
than
in
1775
their
dedication
to
quality
and
to
customers
has
never
changed
The
Ajello
Candle
Company
was
founded
by
Rafael
Ajello
an
Italian
painter
He
was
also
a
beekeeper
so
he
tried
his
hand
at
using
bees
wax
to
create
candles
He
worked
hard
to
create
a
formula
that
worked
well
The
formula
combined
with
his
outstanding
artistic
ability
lead
to
the
birth
of
the
Ajello
Candle
Company
In
1785
the
company
earned
the
honor
of
creating
all
the
candles
for
the
Vatican
He
and
his
wife
ran
the
business
keeping
their
children
involved
in
the
processes
from
an
early
age
As
time
went
on
their
children
and
grandchildren
kept
the
business
running
as
well
as
passed
the
family
business
on
to
their
children
By
1862
the
company
had
established
itself
as
a
leader
among
the
candle
making
industry
They
had
also
added
perfumes
and
many
.
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