When I left school I didn’t want to be a salesperson. Few teenagers leave school with the idea of going into sales; they want go into teaching or the law, become doctors or engineers. Selling is rarely considered to be a career, and when I was young, very few parents would have encouraged their children to become salespeople. Very little has changed in this regard.
I followed my basic education with two years at hotel school where I was taught how to be a waiter, a chef and a hotel manager.
In the first long holiday while I was at hotel school, I got a job as a waiter at the Garners Steak House in London. I wasn’t allowed to serve in the restaurant until I had undergone a full day’s training but I wasn’t trained to be a waiter, they just presumed that I knew the skills, the training course focused entirely on selling skills. People walking into a restaurant are potential customers or “prospects”. Restaurant staff know that the potential customers have a need (they are hungry) but have yet to discover how that need can be satisfied. In many cases, the need would be satisfied with a bowl of soup and a slice of bread so it is the waiter’s job to create a desire for something much more exciting (and more expensive, of course).
During the training, I was shown how to encourage customers to buy two bottles of wine instead of just one, and I learnt for the first time how to close a sale. “Will you be having the Crème brûlée or the Strawberries madam?” (Alternative Close). “Why not try the delicious Apple Crumble Sir?” (The puppy dog close).
My money at the end of the week depended on my ability to satisfy the customers, on my sales ability rather than on catering ability, and I enjoyed being well paid for the first time in my life. I have never looked back.
The skill to close the sale and handle difficult objections will set you apart from the average sales person. In this course we will work together through the skills with the theory and practical examples. You will use the skills to answer the questions in the quiz and then be encouraged to go out and try them with your customers. If you use these skills you will close more sales, earn more commission and become a much more respected sales person.
Richard Mulvey is one of South Africa's leading Speakers and over the last 23 years has inspired more than 200 000 business people throughout three continents. Richard was recently inducted into the South African Speaker Hall of Fame, and his 23 years in the industry speaking to audiences all over the world gives him the experience, and you the confidence to book him for your next sales convention or conference.
Richard's corporate life includes a rise in the ranks through sales to regional general manager at the age of 28 before setting up on his own. After spending a couple of years travelling the world Richard was enticed back to corporate life in 1989 and invited to come to South Africa in a sales director's role for an international company in a service industry.
In addition to a successful corporate career Richard has travelled overland across Africa in an old VW Kombi, worked for the Queen at Buckingham Palace, and successfully written and marketed a restaurant accounting software package called Trade Inn.
Richard is the author of 24 Motivational and Business Books, and 25 Training DVDs, 21 Training CDs and 18 e-books. He is a Past President of the Professional Speakers Association of Southern Africa (2008-9 & 2016-17) and a member of the Global Speakers Federation. In 2016 Richard Mulvey was inducted into the Speaker Hall of Fame, an honour only held by 11 South Africans. His style is as entertaining as it is informative and his provocative opinion will fire your enthusiasm leaving you with a desire to hear more and eager to get out there and do it!
"I have seen many speakers and Richard Mulvey is up there among the best in the world. He knows his topic and gives a commanding message in a compassionate way. I recommend him to anyone who wants a great speaker to make their event an outstanding success." Lindsay Adams CSP Past President of the Global Speakers Federation
StartLecture 1 - Why do we avoid the close? (6:03)
StartLecture 2 - Buying Signals (6:01)
StartLecture 3 - Summarise and pre-closing (4:31)
StartLecture 4 - Asking for the Business (5:20)
StartLecture 5 - Compliment Close (3:23)
StartLecture 6 - Order form Close and Buyers Remorse (5:18)
StartLecture 7 - The suck it and see close (4:54)
StartLecture 8 - Handling Objections (10:09)
StartLecture 9 - Three types of objection (2:26)
StartLecture 10 - Opposition Objection - Demonstrate Value (8:54)
StartLecture 11 - Indifferent Objections (3:52)
StartLecture 12 - Sceptical Objections (6:53)