Closing: Which statement do you to believe to be more accurate?

I pretty much agree with that concept of a close or that a close for us is a validation of a series of minor or possibly even major agreements tieing our discussion and exploration with our products or services.

Much Aloha....

I agree... I vote for neither... I vote for ABC... always be closing. I think one has to build up to the close so that the actual closing is natural consequence of the whole process.

Well Mr. Charisma if that is all you've got (charisma) then you would have to believe that (your quote) wouldn't you?

I'm not dissing you I mean you've got a powerful trait and you gotta use it. However good sales do not hinge on just one quality/trait/attribute/skill etc. Ultimately good salespeople are results driven and people have to use whatever talents/tools/skills they have in order to get those results.

Building rapport is one step in the process as is closing... but there are other steps that have to be well executed in order to achieve success.

As sales people I believe we are all charismatic to some degree. My username is a name I've had online since I was 15/16 and is a referal to a song by Australian punk band Frenzal Rhomb named Mr Charisma. The lyrics can be found here.


While I appreciate you may not have read every comment in this thread, I believe you could have missed my point and I'm sorry for not making that clearer.

My perception of this thread was emphasis on closing and in my personal belief I see many things more important then your ability to close.

(Attitude) Having a useful attitude, maintaining your attitude throught the entire presentation/day, understanding your identity is not based off your results, being able to create positive behaviours and interupt negative movies you play to yourself, (Rapport) Creating a mutal understanding or agreement, matching and mirroring, pacing and leading, (Discovery) uncovering what is important to your customer, find out are they attempting to gain pleasure or avoid pain, creating value within their perception... my list goes on and on.

The point I'm trying to make is there are sooooooo many things you need to work on before you attempt to close the sale. To me the close is the final encounter where you ask for the business, not the lead up prior.

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I more or less agree with you however I was referring to your signature line. I don't agree with it as per my original post. I don't think that if you don't have rappour you don't have nothing. Generally I don't like all or nothing statements.

Also, you think that the close is the final encounter and sure that could be it if you play it that way. You can also play it differently so that you close them each step of the way and then the closing is not a final encounter but just a natural consequence of the process (did I mention this before?)

Generally, people who view closing as an event, or a continuum, will be outsold by people who view closing as a progression.

One might say that there are certainly other factors present to effect that distinction, but the fact that the latter category holds that advanced view would probably mean that the other factors are well covered.

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