Closing is the hardest part of selling so arguably salespeople should spend their time learning the art of closing. Simple, right, but I don’t see any creativity from most, just text-book techniques.
I think great business people are like great golfers and thank god my business skills are better than my golf skills or I’d be in real trouble! Feel is essential to be a great golfer no matter how many lessons you take. Trust me, I know first hand! Closing is the same way.
Example – We had a call today with 2 prospects and both closed and when I step back and look at the process, at the end of the day, the buyer just wanted to feel like they were getting a “good” deal. Yes, the salesperson went through the normal process and got the buyer in a position to buy but, contrary to some popular sales beliefs, products still need to be sold and as soon as we moved the terms around a little and created a feeling that they were getting a good deal…we closed. Not rocket science, but definitely a science and an elusive one at that for many of us.
Listen closely for the cues and then apply the fine art of closing and it’s magical.
Brick
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