Start With A Close
19 Sep 2009
Salespeople who attend my Master Classes often ask me when they should start closing. My answer is very simple. You are starting to close from the moment that you start to speak. When you ask for the business it is just your final closing question.
If you are selling a product or service which can be closed in just one sales call, you can shorten the entire procedure and reverse the normal sales process by starting with a close. For example:
Salesperson to a couple who have just walked in to a bed showroom (it could be any other type of showroom): “Good afternoon. Have you come here to buy a bed today?”
Salesperson selling office supplies calling on a customer for the first time: “Good morning Mr Smith. Have you invited me in to place a first order with us today?”
Asking a closing question right at the beginning of your conversation is a very powerful technique. When you ask that question, your prospect’s subconscious mind is involved in the response and tells them that they do really want and have a need to purchase what you are selling.