Did you know that most sales people only try to close a sale once? And most customers need more than that to come to a decision. So if you want to sell more you need to close more in your sales meetings.
“Judge a man by his questions rather than by his answers.”
It’s said that most people need three or more closing questions to actually decide if they want to buy or not. Think about it. Do you decide yourself when you get the first closing question. I think not.
Here’s todays task for you:
- How many times did you try to close in your last sales meeting? If the answer is ‘one’ you’ve spotted some great potential to develop your sales. Decide how many times you want try to close for yourself – before you go into the next sales meeting. I’m sure you’ll sell more over time.
Many sales people can do a great presentation or even walk the customer through a sales process in a fantastic way but when it comes to closing it’s like some people freeze before the fact that they have to ask ‘that’ question. It’s like in a second they’re back in fourth grade at the school dance standing on the opposite side of the dance floor looking at the boy or girl they want to dance with but are too afraid to ask risking to get a ‘no’. Well, if you never ask – you’ll never now. Right?