I have to say that I love being able to chat with other like minded sales people. I`ve read some of the topics on "Closing Techniques" and some have been criticized for perhaps being yesterday`s news. My question would be, with sales being the oldest profession, is there anything really new? I would have to say "No". It`s all Sales 101 and Psychology 101. And it has not changed. You can spin it differently but it is still the art of "Communication and Persuasion". If anything has changed it is that it is no longer viewed as an adversarial relationship between buyer and seller and that is the way it should be.
Sales is the also the art of "Helping People Buy". If they want it, we help them to get there. Simple as that. Sometimes it takes a "Ben Franklin" to provide the customer with a little clarity in coming to their decision. Sometimes it needs a "Take Away" to allow everybody to focus on the issue, sometimes incorrect, that is at hand. And, I strongly believe that the buying process is extremely painful for all parties involved. The shopping, the deciding, the second guessing, the remorse. It`s no fun. At least it sure isn`t for me but, after I have written that check and started to enjoy my purchase, what I paid for it is the furthest thing from my mind (smile).
I`ll leave with this. The "Close" is absolutely the least important aspect of any sales cycle. People often tell me that if their sales people could only "close" effectively, they would all be millionaires. Fact is, if they could do the other 5 (or whatever number you want) previous steps in the sales cycle, the "close" would be the natural culmination of the sale.
I`d be interested in hearing other`s thoughts on this.
Craig M. Jamieson
Sales Results LLC