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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! |
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