The Elmer Wheeler Close
The Elmer Wheeler Close
Many of you may have heard of Elmer Wheeler, he worked hard at creating language that sold products. One example of this is, '"Would you like a cappuccino or a latte?" This question becomes one of choice rather than of making a decision of whether to have a cup of coffee or not.
Now let’s talk about one of his closing techniques and see just how applicable it is for media salespeople. With online advertising being so varied in its creative possibilities and clients having more ability to measure its effectiveness, we are able to create new types of campaigns all the time. We can do this with print advertising too, and there are many ways to charge for advertising.
Therefore we may well get asked a question of this nature, "Can you set up a facility where I can put a promotional code on your e-commerce page?" Now if you can't do that the temptation is to say no. However more often than not, your web people probably can do that or come up with an equally creative solution. If you can do that the temptation is to say yes. Instead of you saying the word yes, you ask your client a question; "Would you like us to set up that facility?" Now if they say yes, do you think you are closer to making the sale? Did you just say yes too!?
>> Other pages and topics you may also be interested in : Selling, Sales and Sales Pitch | Sales Team Training | Reality Training TV, Training | Sales Training | Elmer Wheeler Close Video
‘Superb ‘Return on Investment’ Training’ – UBM
About Reality Training Ltd
Name
Organisation
Email Address
Contact Tel No
What are you hoping to achieve from training?
Sales tips from our sales training courses
Popular!
Various sales training articles written for our site or submitted to other websites
Our sales training videos
Book us to practice on and get our advice.
Other Sales Training Resources
Watch us in action speaking at a sales conference.
We can deliver keynote presentations
Event Speaking
Trainer Training by Reality Training
We can develop your content for delivery to your team
Trainer Training and Course Content
Sell more with great presentation skills
Could you sell more with better management and leadership skills?
Work together better
Sell media effectively
Sell more digital media with our up to date course
Other Training Course Subjects
A detailed outline of our sales training course elements
Why our sales training works
What can I gain from sales training?
How to measure the results of sales training
For when you all need sales training!
Small group sales training is also effective.
Books written and available to buy from Reality Training.
Sales Training
Reality Training
Reality Training Ltd © 2011 | Head Office: +44 (0)1580 752987