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#31
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Originally Posted by SalesGuy
Will a sales close itself? Rarely.  | True and when it doesn't it's the salesman's responsibility to ask for the order.
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#32
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Originally Posted by saltydog
True and when it doesn't it's the salesman's responsibility to ask for the order.
| I can agree with this.
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#33
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I think a great presentation and a great follow up call will help the sale "close itself". Although it does take a great salesperson to close the deal, you will find the occasional sale close by itself.
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#34
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Gary's disticntion of the "Closure" concept is brilliant.
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Originally Posted by SalesGuy
" Closure" might be viewed as the conclusion or satisfaction in the mind of the buyer that proceeeding with the transaction is something he/she wants to do and " Closing" might be viewed as the obtainment of a specific commitment.
Will a sales close itself? Rarely. | You are getting real close.
Closing requests a commitment.
If you weave a “request for commitment” into every need, every solution, every feature and every question you and the prospect discuss, it adds up to many commitments. It is easy to get at least 30 commitments during a one-hour sales visit. Furthermore, if the prospect trusts you and respects you, any objections will be handled as part of those commitments.
The natural culmination of all those commitments is the question, “Are you confident that we can meet all of your conditions of satisfaction?
If the prospect says “Yes,” you say, “What do you want to do?” In most cases, the propect will create closure. And, it is quite rare for people to destroy their own creation.
Note: We never ask for the order.
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#35
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Originally Posted by JacquesWerth
The natural culmination of all those commitments is the question, “Are you confident that we can meet all of your conditions of satisfaction?
If the prospect says “Yes,” you say, “What do you want to do?” In most cases, the propect will create closure. And, it is quite rare for people to destroy their own creation.
Note: We never ask for the order.
| If asking, "What do you want to do?" is not an example of asking for the order what is?
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#36
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|  Everything Is Connected.....Behold.....the story of the puppet master . What I have found is that the most influencial people who have the most to do with success are not the people that you notice much at all. You see....the close ALWAYS has to do with you, there is no "magic sale" unless the customer has already researched the product and price elsewhere and comes in with the decision to buy.
The key is not to look for the "magic" in a sale....because magic does not exist in sales....it is a science. Though understanding the illusion behind the "magic" you seek, is the angle I believe you should attempt to approach if you feel like what I am saying pertains to your success.
The customer should (in a perfect world) never suspect you are pulling the strings, and I am not saying that you should "control" your customer because then they will sense it and get defensive....but moreso I am suggesting that you be "sensitive" to each person and listen enough to understand their motivations for buying so that you can provide a common ground where they will feel more comfortable with your suggestions (because they resemble their own!! ).
Know the right triggers to flip at the right time......work smart not hard my friend, if you search for the "magic sale" you will pass by all the other oppurtunities you could have made into sales.
You and only you can close the sale....its just how you do it that determines your success rate.
And don't worry.....it is something I have been working on since I have started! 
I hope this helps you,
sincerely,
David | |
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#37
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"Closing requests a commitment.
If you weave a “request for commitment” into every need, every solution, every feature and every question you and the prospect discuss, it adds up to many commitments. It is easy to get at least 30 commitments during a one-hour sales visit. Furthermore, if the prospect trusts you and respects you, any objections will be handled as part of those commitments.
The natural culmination of all those commitments is the question, “Are you confident that we can meet all of your conditions of satisfaction?
If the prospect says “Yes,” you say, “What do you want to do?” In most cases, the propect will create closure. And, it is quite rare for people to destroy their own creation." -- JW
The last paragraph really stands out - thanks!
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I see a big difference in asking "What do you want to do" and "Are you ready to sign?" or "Can we make it a deal?" or "Well let's finish the paper work and get you out the door."
They're not the same, AZ, because the latter three examples fail to put the decision in the buyer's hand, the signature on the creation, and they force an issue.
MitchM
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#38
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Originally Posted by truesaxman
if you search for the "magic sale" you will pass by all the other oppurtunities you could have made into sales.
| That's a fact Jack!
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Originally Posted by MitchM
They're not the same, AZ, because the latter three examples fail to put the decision in the buyer's hand, the signature on the creation, and they force an issue.
| Jacques' remarks are on the money.
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#39
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| Means What
I don't know what you by Jacques's being on the money relative to what you quoted from me, AZ. Tome it's like so many cliches people throw out that cover all but reveal nothing - what do you mean?
MitchM
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#40
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I grabbed the wrong quote. It should have been:
Quote:
"Closing requests a commitment.
If you weave a “request for commitment” into every need, every solution, every feature and every question you and the prospect discuss, it adds up to many commitments. It is easy to get at least 30 commitments during a one-hour sales visit. Furthermore, if the prospect trusts you and respects you, any objections will be handled as part of those commitments.
The natural culmination of all those commitments is the question, “Are you confident that we can meet all of your conditions of satisfaction?
If the prospect says “Yes,” you say, “What do you want to do?” In most cases, the propect will create closure. And, it is quite rare for people to destroy their own creation." -- JW
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