Closing the sale article

I know there are a gazillion books and articles on this topic, but can anyone point me to a nice short and concise article on the net for "closing the sale?" I've got a new salesman with some experience, but he is young and might need a little reinforcing on this critical technique. -RainMaker

Is that possible? :confused: -Frankie

Point noted:D -RainMaker

Maybe I'm just frustrated. I'm having one of "those" days. :o

It just seems to me that other than the various ways of "asking for the sale" that closing really comes down to understanding the "whole" process.

I once heard a Zen saying about how at first you believe the mountain is a mountain, then you learn that the mountain isn't a mountain but finally realize that the mountain is a mountain. [or something like that.] -Frankie

I was nodding my head in agreement on the "whole process" statement, but you lost me on mountain thing. I do understand your point, however, that effective sales cannot be oversimplified into a single small article on "closing." -RainMaker

Many salespeople believe that a "close" is a "close." After discovery it turns out that a "close" isn't a "close" but really a "process". However, with that realization it's okay to call a "close" a "close" because you know the deeper meaning.

Of course, I'm not a Zen Master but I did sleep in a Holiday Inn Express last night. :p -Frankie

Too funny. :p -SpeedRacer

I like your way of thinking. :D -Jolly Roger

A great post and a great analogy, Frankie. That particular portion of the Zen story was paraphrased and popularized by Bruce Lee when he said "A punch is just a punch."

You hit the nail right on the head in your answer. If you seek a "deeper meaning" you lose the simple knowledge of what a "close" is. That was the point of the parable. -Gary Boye

I'd like to thank everyone for analyzing my question, and I especially want to thank Bald Dog for sending me an email with some sources that actually answered my question. I was looking for a link to send my new (less experienced) reps to where they could read about the importance of and some effective approaches to "asking for the sale."

I like the sound of Gary's direct pre-close: Do you like it? If you can survive that, the final "close" should be nothing more than the logical conclusion. -RainMaker

Can you share these sources with others? -Jackie

Yes, Jackie. Bald Dog sent me 2 links:

www.di-squad.com/audio_programmes/bill_bachrach_mastery_teleconference.mp3

and the second one did not work or is no longer available. -RainMaker

RainMaker, I just tried your link but it didn't work. :( -Newbie

I copied and pasted it directly from the email. It automatically opens windows media player, so possbily if you do not have the media player, it will not work?? :confused: -RainMaker

Ooooohh! :o -Newbie