The Either or Close?

I see the merits with this... in a way it's soft selling the customer by getting them to make a choice and start agreeing. You're also weeding out any potential issues before you believe you closed a deal.

I'll often ask simple questions like

"Would you prefer a morning (7-12) or afternoon (12-5) installation"

"Is there any day in the week which isn't good for you? Our average wait is between 3-20 days and they are available Monday to Saturday"

Once you get that out of the way, I'll ask for their business and 80% of the time, it's a sale.

I understand what Jacques means and it's not just a clever thing to say - Jacques doesn't say things just to be clever as he doesn't need to stroke his own ego that way.

When you don't sell i.e. convince through persuasive techniques intended to make a sale whenever you can regardless of what the other person wants BUT RATHER come to a closure with someone committed to what you offer in the first place it's a done deal from the start - most of the time.

I pay the bills, Skip, by not selling in the conventional sense of how selling is typically defined. Look, a retired professor came down the street the other day as I was raking leaves and he initiated a conversation. It was one of those rare and delightful conversations when banter and interest, questions and listening were active and intellect was actually being used for wit and happy discourse.

Rusty asked me what I did and I told him also telling him - as he had indicated a drop in energy and zest - that I sold a product that helped many people in that way. "Rusty, does that sound like something you want." I asked to which he replied, "Mike, I really am doing okay and am just happy tp still be taking my walks."

So I dropped it. We spent another ten minutes having one of the best conversations I've had in a while and when he left we decided we should meet for a cup of coffee sometime.

THAT may or may not happen BUT my point is I stopped cold when he said NO and thus preserved a great new relationship selling as is conventionally defined and done would have killed.

Maybe one day should we meet for a cup of coffee he'll want what I offered him - maybe not - but to my thinking what I did and most importantly didn't do is what Mr. Werth teaches.

The same principle applied to cold or prospective list calling is exactly the same and what Jacques is talking about.

He'll say if I got this wrong if he reads my reply.

MitchM

I haven't found Jacque's book to be much of a body of information but rather a serious of sales dialogues that show how high probability selling works. Along with that are some clear definitions and a conditions of satisfaction check list, Skip. And I'm only a disciple in that I find what I've read to be a discipline I can use.

Mr. Werth, I believe, offers much more and in that - trainings, etc. - there may be a much larger body of information but I've not taken his courses - so I'm very much not an expert nor a professional in using his revolutionary approach to selling. I'm amateur all the way and I expect to stay that way in the truest sense of the word.

Okay, if that quote isn't clever what is it? Is it a nonsense statement? What does it imply? How does it reference the poster he alludes to in that which you've quoted? What are you saying?

These are simple questions - I'm trying to understand what we're talking about here.

MitchM

It's my experience that sales people have 3 or 4 closes with which they're comfortable. But when making 2-man calls, they seem to use only 1 or 2!

There might be 40 or 50 closes out there (who knows). I have about 30 in my sales training presentation which I use with the team. When you get comfortable with a large number, it becomes virtually conversational. You'll find yourself using all of them and finding it second nature.

There's nothing more entertaining than getting to the "Lost Sale" close and dropping your briefcase for effect! (I'm sure that I'm dating myself ...)

Good luck & good selling!
Pat

Closes in your pocket? I find that reprehensible and contrary to the being the best anyone can be in a selling situation. One of the reasons is that having those closes waiting is contrary to mutually agreed upon conclusions AND establishing a relatinship of trust and integrity.

MitchM

When a rookie SR endures their first month on patch, the only way to get through with their clothes in-tact is to provide a set of tools.

The only way to get through the next period is to layer more detail (objection handling, probing skills, closing, etc.). When these get to the level of being "2nd nature", it really is quite enjoyable.

Closing is simply one tool in the sales arsenal and having lots to work with makes using a particular technique less daunting.

"Reprehensible" is a pretty strong term, by the way, Mitch. There is nothing untoward about a SR who is completely comfortable with an array of professional closes. To use a particular close, when properly qualified, there is NO misrepresentation or unprofessional act involved. Rather, we're taking a qualified client through to a logical conclusion.

In fact, it's a "thing of beauty" to watch an adept closer at work!

Good luck & good selling!
Pat