marketing+sales: Closing the Sale
Let's now say that your prospect, instead of responding "no," responds to your close by saying, "Yeah, I think it has enough merit to spend that time discussing it with you." You now have his commitment to spend some time with you, so you have moved the issue forward. You're one step closer to the ultimate sale.
Implement these two principles and you'll dramatically improve your productivity. Keep in mind that closing is any agreement for action on the part of your customer, and make it your goal to close every interaction.
(Excerpted from Chapter 13 of "Take Your Performance Up a Notch.")
By Dave Kahle
Dave Kahle is one of the world's leading sales authorities. He's written 10 books, presented in 47 states and 10 countries, and helped enrich tens of thousands of salespeople and transform hundreds of sales organizations. Sign up for his free weekly Ezine or check out his Sales Resource Center for 455 training programs for every salesperson at every level. For more information, visit www.davekahle.com.