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Closing
“People don’t like to be sold. But they love to buy”
This quote from Jeffrey Gitomer is so true. He goes on to say that people don’t go around saying:
“I got sold a car,” they say, “We bought a car.”
You don’t say, “We got sold a house,” you say, “We bought a house.”
So what happens if the prospect after your leave the presentation is saying
” I was sold that…………” ? This can lead to a change of mind, and they may decide not to go ahead.
Some Sales Professionals focus too much on Closing the sale. They feel they have to, it’s the only way to get the deal.
“I am trying to close them but they will not give me a yes today”
Those days are gone.
“If I could would you?” or “If you could afford it would you join today?” are sharp replies that can sometime scare your prospects.
The top Sales Professionals do not close, they let the prospect buy. Yet really they are closing all the time. CONFUSED? Very simply, the sales presentation is so smooth, and has such a flow, that the prospects do not even notice any form of closing, because the Sales Professional is leading them along the presentation, selling to them, but making them feel like they are buying. You can not miss out simple things, like alternative closes to test the strength of how you are doing,or tie downs. A lot of alternative closes are done to get prospects to start talking naturally like they own. This is giving ownership and when you DO ask for the Sale TODAY they expect it, it’s a natural part of the process.
Closing is a part of sales. You can buy hundreds of books on how to close a sale, and get a full list of different techniques that you can use. Anyone can repeat a close to a client, but it is not going to guarantee you the deal. Nothing can replace the YOU, the friendly people’s person that has earnt their trust. This is the YOU that can speak to your prospects like you are asking your best friend questions.
Be a top Sales Professional, don’t be a closer, let your prospects buy from you. If your prospects feel they have bought, they are happy. If they feel they were sold, they will think of reasons not to go ahead………FACT!
Thank you for reading this post. I hope you found it helpful, Please share with your fellow Sales Professionals and if you liked it leave a comment.