Closing. A Bailout for Sales People
by ValueMatch Team
| June 16, 2010 1:48 p.m.
Blame, Blame, Blame. How often do we hear of our sales people blaming
the lack of success in today's economy on the market, the amount of
fear people have and the changes that have taken place over the last
few years? As a sales veteran of almost 30 years and owning my own
sales training business and visiting 1,000's of sales professionals
every year I have come to find out that it is not a bailout of the
economy and main street that we need as much as a bailout of sale people.
When was the last time you as a sales person went to buy something of larger value and really felt listined to? When was the last time you were about to close on something you were buying and said to yourself, "I have no buyers remorse because I felt the sales person truly understood what I wanted, showed me they offered it and asked me for the close to help me obtain it.
We as sales people must know that if we can manage to listen and understand to the customer from the beginning that closing is a step that helps the customer obtain what they want and need. So . . . ask yourself next time you engage a prospect, "Am I listening more than talking?" and if so . . ASK FOR THE CLOSE because they want you to.
When was the last time you as a sales person went to buy something of larger value and really felt listined to? When was the last time you were about to close on something you were buying and said to yourself, "I have no buyers remorse because I felt the sales person truly understood what I wanted, showed me they offered it and asked me for the close to help me obtain it.
We as sales people must know that if we can manage to listen and understand to the customer from the beginning that closing is a step that helps the customer obtain what they want and need. So . . . ask yourself next time you engage a prospect, "Am I listening more than talking?" and if so . . ASK FOR THE CLOSE because they want you to.