There is no try"

Yoda

Effective Sales Closing

If you asked the people who've left the direct sales arena, what stopped them becoming a high flyer, invariably they'll tell you how the job was basically fine, the product was great, the company was marvelous but they just couldn't get on with THE CLOSE! That horrible little monster that consumes salespeople!

Let's get rid of a very tired old concept which you may have heard of, or may even be working (heaven forbid!).

The sales process is split into three main areas

This is nonsense.  Without doubt, it's 100% total, outdated NONSENSE.  We'll put these tired old ideas to bed by asking you to think back to your schooldays.......

At breakfast, your mum gave you your bowl of cereal and sprinkled a spoonful of wheatgerm flakes on top. You didn't notice the wheatgerm and you never questioned your mum as to why she added these flakes.

Just think, if mum had let you finish your cereal and then popped a spoonful of dry flakes in your mouth! You'd have coughed, choked and spluttered and mum would not have been viewed as the kindest, nicest mum on the block.

So it is with professional closing. If you separate the "closing" part, the buyer will choke. Make it a little more palatable for him. Sprinkle just a little closing throughout the presentation and he'll not even notice!

When you ask a top salesman how he closes business, he'll scratch his head and probably be unable to give you a precise answer. We guarantee that his presentation was so rock solid that there was probably no need to close the sale. It was a done deal part way through.
QED

If you don't know how to sprinkle the wheatgerm on your cereal (or how to automatically integrate your closing) then you must be on the "happy pills" to keep smiling after all those rejections!

PS Just a thought for the next appointment. Why not use a "which would you prefer" question early on in the meeting?

"Nice to see you, Mr Jones. May I ask…would you like your wheatgerm sprinkled so you'll hardly notice it, or would you prefer me to give it to you at the end, all in one mouthful, so that you cough and choke for ten minutes?"     

Only a joke folks. Honest!

Pages in this section;

l Effective Selling l Defective Selling! l Effective Closing l

Effective Sales closing techniques from

Direct Selling Masterclass Sales Training UK.... .....selling it like it is!

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