subject: There Is No Sale Unless You Close [print this page] There Is No Sale Unless You Close There Is No Sale Unless You Close
However, a presenter does not become a pro until he becomes a "closer." After completing a presentation, very few people will immediately agree to purchasing, buying or committing to, the product or service presented to them. The "closer" is the presenter that knows how to, first explain, and then convert that presentation to a "close." The best way to define a "close" is what occurs when a presentation becomes a "Yes."
The professional understands that most people do not immediately agree for any number of reasons. Humans are by nature somewhat fearful and resistant to anything they view as 'sales pressure." Therefore, a professional often uses a technique known as the "trial close."
The "trial close" consists of a series of sensible, "no brainer" type questions that will easily elicit a "Yes." The reasoning behind using a "trial close" is that you want to get your potential customer/client/patient, etc., into the habit of saying, "Yes." Some of these trial close questions, or phrases, include:
(1) May I make a suggestion? Humans, by nature, will always say "Yes," as long as you don't say a word after the question is asked!
(2) Doesn't that (or it) make sense? A great phrase to use after you've said something that obviously someone would agree to.
(3) I'm sure you know people this would help. Don't you? This takes the pressure off the other person.
(4) If I could show you a way that all your concerns were answered to your satisfaction. wouldn't you proceed? It's hard for someone to say no if you've answered all their concerns.
Another methods used effectively is, for example, asking someone, "If you were to proceed, how would they want the account registered?" Or you could ask, "Would you liked that in your name alone or in joint names, if you decided to go ahead?"
All of these techniques is to get the prospective customer into the habit of saying "yes," in easy situations. This makes it easier to eventually close and get a yes on the important issues. Once someone is trained to be a "closer" in any field, they can utilize those talents in any other walk of life. Learn the trial close, make it yours and comfortable for you, and you will become a professional closer. All it takes is practice and discipline!
Richard Brody has over 30 years consultative sales, marketing, training, managerial, and operations experience. He has trained sales and marketing people in numerous industries, given hundreds of seminars, appeared as a company spokesperson on over 200 radio and television programs, and regularly blogs on real estate, politics, economics, management, leadership, negotiations, conferences and conventions, etc. Richard has negotiated, arranged and/ or organized hundreds of conferences and conventions. Richard is a Senior Consultant with RGB Consultation Services, an Ecobroker, a Licensed Buyers Agent (LBA) and Licensed Salesperson in NYS, in real estate.
Richard Brody has owned businesses, been a Chief Operating Officer, a Chief Executive Officer, and a Director of Development, as well as a consultant. Richard has a Consulting Website (http://tinyurl.com/rgbcons) a blog (http://tinyurl.com/rgbstake) and can be followed on Twitter.
