Selling Technique - Open, Probe, Pitch, and Close

Selling Technique - Open, Probe, Pitch, and Close , Why some businesses succeed and other fail.

Why do some home-based Internet businesses succeed and others fail?


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Why Do Some Home-Based Internet Businesses Succeed And Others Fail?

© 2006 David Peterson

Have you every wondered how you can have 2 Internet home-based businesses side by side, both starting on the same day of the week, and both of them are beginning with limited to no startup capital, and one survives and while the other one fails?

Here’s another scenario; you attend an MLM conference in your local town and the speaker has made millions of dollars yet you have never actually heard of a regular guy like yourself making millions of dollars on the same type of Network Marketing deal.

It really boils down to 4 words: Open, Probe, Pitch, and Close. These 4 words are the building blocks to selling.

You are going to have to learn how to sell in your new home-based Internet business.

Open, Probe, Pitch, and Close - Those 4 words make up the Sales Process. The sales process is the natural progression of taking a prospect and turning them into a customer. Regardless of if you are selling computers or clothes, an Internet Affiliate program or an Internet Network Marketing program you need to learn how to sell to succeed.

Learning how to sell is not a mystery and it is not hard.

To make a sale you need four parts science and one part art. Since a sale is generally a science that means you can learn how to do it. Not only can you learn the Science of Selling, you can learn the 4 basic sales skills very quickly.

The Art of Selling may make up only 20% of the equation but it takes quite a bit more time to learn. The Art of Sales takes experience to learn.

To put it in perspective take two sales reps one makes $50,000 per year and the one sitting right next to him/her makes $100,000 per year. Both of them have the same leads, and the same product. This scenario is not uncommon and it applies to a business just as it applies to a sales representative.

The $50,000 rep refuses to learn how to sell; they try to get by on their “natural” sales ability. They forget or refuse to open, probe, pitch, and close. In this scenario the $50,000 rep does not follow the natural progression of the sales process.

The $50,000 rep always assumes it is the leads, or they assume they are having a bad day. They typically don’t look at sales as a profession; it is something they have to do to get by. Reps need to learn how to sell. They need to learn the sales process which is always open, probe, pitch, and close. It’s always in that order. Even if the sale takes 4 months to close it is still, open, probe, pitch, and close.

Now if you have two reps sitting side by side. They both have the same leads and the same product and one makes $80,000 per year and the other makes $100,000 per year then the missing ingredient is the Art of Selling.

The Art of Selling is the skills you pick up with experience. It is learning how to recognize an inflection change in a person’s voice. It’s learning how to get past a gatekeeper and making that gatekeeper feel good about passing you to the decision maker. The Art of Selling is all of the little things that happen every split second of every sales call.

The Art of Selling comes from experience. You can coach someone on what to look or listen for but you can’t make them react correctly to what they see or hear. To react correctly they have to want to learn and they have to gain experience.

The Science of Selling is much more predictable. You learn how to open the call to get you in the door and allow you to continue the conversation. Then you learn how to probe for the customer’s needs by using open ended questions. The probing questions allow you to establish a need.

If the customer has a need for your product you then learn how to pitch your product. You “paint the picture” during the pitch which makes your customer want that product. Finally once you know the customer wants the product you need to learn how to close.

Learning how to close means you will have to learn how to ask for a person’s credit card. It is amazing to me how many “sales reps” will not ask for the sale. They forget to close or they imply a close. Neither will work, you have to ask for the business if you plan on being successful.

If you start a home-based Internet business you will eventually have to sell your product to a potential customer. Prospects have many choices to purchase their products. They are going to buy from you because you sold them on yourself and your business. Learning how to open, probe, pitch and close will really set you apart from the competition.

Why do some Internet businesses succeed while others in the same space fail? – The reason is simple; the people that manage those businesses learn how to sell.

Good luck in your home-based Internet business.


David Peterson

David Peterson

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