The close is often the most misunderstood step in the sales process. It does not just happen...
...you have to make it happen! Remember that the close (as a step) has no more value than the steps that precede it; yet the preceding steps have no value at all if the close is not attempted. A thorough examination of why the customer does not confirm:
No attempt (we didn’t ask the customer to buy!)
Not enough attempts
The Sales Consultant has a negative attitude
We did not complete a step
We skipped a step
Not enough 'tie-downs'
Not enough trial-closes
We did not fill wants and needs
We did not validate the objection
We tried to sell price, not value
Did not let the customer win
Did not focus on customer needs
Did not obtain the customer’s emotional commitment
Most of the time, a combination of closes will be required for a delivery decision. Remember—the magic number is five! Most professional Sales Consultants close on the fifth attempt!
...you have to make it happen! Remember that the close (as a step) has no more value than the steps that precede it; yet the preceding steps have no value at all if the close is not attempted. A thorough examination of why the customer does not confirm:
