When should I close?

Originally Posted by nhocaokeu wel in my opinion, whenever customer don't believe you, your propose will not be accepted. You have to show your cos that you are one of their friends, willing to help them win an oppotunity to get a very special house. You'll be with them not just in selling process but in every later time. You'll be at their side everytime they need. When you've done it. You can close your sale. Pls feedback your comment Thanks

If your prospects do not believe (trust) you, then you will have a tough struggle for as long as you are trying to make a living in sales. Even if you can convince them that you are one of their friends, they will not necessarily trust you.

Many studies show that Trust is the number one reason that most people give for selecting a vendor; Respect is number two.

For that reason, we have developed a process called the Trust and Respect Inquiry. It enables a salesperson to develop deep Relationships of Mutual Trust and Respect with most prospects in about twenty minutes. However, it will not be effective if the user is not trustworthy.

Building trust is a process, not a problem in a sales transaction. Research done by experimental social psychologists, tells us the when you ask "open-ended personal questions" and the prospect reveals something about him or herself, that's when trust is being formed. Quesioning and listening, not "tellin/sellin" produces a climate for achieving a successful closing.

Originally Posted by Virden J. Thornton Building trust is a process, not a problem in a sales transaction. Research done by experimental social psychologists, tells us the when you ask "open-ended personal questions" and the prospect reveals something about him or herself, that's when trust is being formed. Quesioning and listening, not "tellin/sellin" produces a climate for achieving a successful closing.

Most salespeople, that have received any kind of sales training, have been taught to ask open-ended questions. And, most sales books stress the importance of open-ended questions. So, why is it that most prospects do not trust most salespeople?

Originally Posted by JacquesWerth Most salespeople, that have received any kind of sales training, have been taught to ask open-ended questions. And, most sales books stress the importance of open-ended questions. So, why is it that most prospects do not trust most salespeople?

Do you think it is because salespeople ask open-ended questions?

Originally Posted by Seth Do you think it is because salespeople ask open-ended questions?

How you say.... NO.

Originally Posted by Seth Do you think it is because salespeople ask open-ended questions?

Questions are tools. Tools don't diminish trust, Behaviors do.

Originally Posted by JacquesWerth Most salespeople, that have received any kind of sales training, have been taught to ask open-ended questions. And, most sales books stress the importance of open-ended questions. So, why is it that most prospects do not trust most salespeople?

Here are some links to conversations on trust:
Credibility and Trust
Rapport: Establishing trust and respect

Originally Posted by Agent Smith Questions are tools. Tools don't diminish trust, Behaviors do.

That is not universally true.

Pure interrogatory questions as tools for gaining information would not necessarily diminish trust. Many rhetorical questions can not only diminish trust, but also offend. Questions discerned by the questionee as manipulative can diminish trust.

Originally Posted by Gary Boye Many rhetorical questions can not only diminish trust, but also offend.

I can't agree. A tool is a tool. It always comes down to how the tool is used.

Originally Posted by Gary Boye Questions discerned by the questionee as manipulative can diminish trust.

Now I can agree with this.

Originally Posted by Gary Boye That is not universally true.

It's not what you ask. It's how you ask it.