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The Close

Submitted by Mitch Seigel on Tues, 10/9/2012

Over the years I have had many clients say to me that I’m such a good salesperson. Generally that has been the kiss of death. Historically I can honestly say that only 5-10% of those clients who said this to me, actually bought.

If you prospect correctly, set up a meeting with a client, conduct a thorough needs assessment, present a convincing proposal against those needs, and the client does not sign- you are not a salesperson, yet… The one thing, the most important thing, is still missing; the close.

The experts say that the close begins with the first question you ask the client, and I agree. The real close happens when the client signs the dotted line! Its then, and only then, that a salesperson is a good salesperson. Although I believe in focusing on the means to get to the end, at the end of the day, nothing matters if you haven’t closed the sale. This is true for retail business as well. You can be a great floor salesperson by welcoming the customer to the store, finding out what they need, taking then to the products you offer, and explaining the benefits of each. If the customer leaves your store without purchasing, then the steps leading up to the sale were all for not.

The law of averages say that eventually things will balance, and all the efforts you give in deposits will eventually be able to be taken out in withdrawals. Learn the benefits of your products and services well, and practice the sales steps noted above. Keep the faith that if repeated over and over again, the close will come sooner than later.

What are your challenges when it comes to closing the sale? I look forward to hearing your comments. Until next time…