By Jeff Beals
Sometimes “no” means “no.” Sometimes it means “not yet.”
Many sales professionals just take no for an answer and start wallowing about being stuck in a bad place rather than continuing to advance the selling process. You need to find out when a no really means no. If a no is actually a maybe in disguise, then you still have a chance.”
If you want to be a good closer, the first rule is to refrain from overreacting when you hear an objection. Don’t give up too quickly. You can avoid overreacting by mastering all the other steps in the process.
More important than the close is the need to build a trusting relationship. Prospects are not likely to turn down a vendor with whom they have developed a pleasant, trusting relationship. Focus early on discovering the prospect’s problem by asking probing questions and truly listening to the answers. Remember that the client determines what is valuable, not you. When you know the problem and you know what they truly value, you simply show how you can do a great job of taking care of them. Each step in the process is essentially a mini close that gets you closer to the finish line.
The purpose of a close, at least within the relationship-building paradigm, is to confirm the decision, spur the prospect to take action and finish the deal. When you take the time to do all the steps properly, you will close more than your fair share of deals.
Jeff Beals is a professional speaker and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at firstname.lastname@example.org or call us at (402) 637-9300.
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