Executed properly, the act of closing a sale should end up being somewhat of an anticlimactic event. In today’s business environment, there are no magical closing phrases or sales tricks that you can use to force a prospective customer in to buy something they don’t really want.
Secret #145:
Success in selling hinges less on a salesperson’s ability to close and more on your ability to get prospects ready to be closed.
The trick is getting the opportunity “ready” to be closed, which means satisfying each of the prerequisite steps…including identifying a recognized need, proposing a viable solutions, justifying the cost, creating a sense of urgency, and you must be dealing with someone who has the authority to make a purchase decision.
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