Cheap Advice – Priceless Results

Listen carefully, this is the cheapest and most valuable advice you’ll ever get.

Here it is: Close the step you’re on.

In fact, the concept is based on this natural law: You can’t take step two, before you’ve taken step one.

I also discovered very early on in my career that there is more than one close per sale.

In fact, there are as many closes as it takes to reach the last one. It’s just like walking up stairs.

Question: How many steps are there in a stairway?

Answer: As many as it takes to get from point A to point B.

It’s the same with selling.

Q. How many steps does it take to close the deal?

A. As many as it takes to get from the opening to the close.

And if you’re smart, you’ll take the steps in the selling process one at a time. And handle each step thoroughly so that the customer is comfortable on that step before going to the next.

In this way, the final close takes care of itself as it’s just one more step in the process.

The concept is simple. If you try to shorten the sales process and jump to the closing prematurely, you will meet with resistance and objections.

Why?

Because you haven’t fully completed the earlier steps leading to the close.

The customer needs these steps to understand and feel comfortable with before moving into new territory.

Why?

Because:

You know all about the product or service. They don’t.

You know how many other people have benefited from what you’re offering. They don’t.

You know how what your offering can help the customer. They don’t.

You have to help them climb the stairs, one step at a time.

Your job as a professional salesperson not only requires knowledge of the principles and natural laws of human interaction that underlie all selling. But you must also develop methods and techniques that direct and comfortably guide the customer to a result that will benefit both you and the customer.

If you fail on either of these two factors (principles and methods), you won’t even get to first base and a final close is impossible.

Once you realize that countless small closes make up the overall process, and the final sales close is just one of many, the stress and effort often associated with the close (for you and the customer) is diminished, if not gone completely.

The next step at any point in the sales process is simply the close du jour; it’s the step you should be focusing on that day to move the sale forward.

It’s a simple process:

1. Focus on closing the step you’re on until it’s comfortably complete.

2. Move to the next logical step in the process and close that step.

3. Repeat steps one and two until final close is done.

Believe me, this way is easier on you and the customers.

daniel w. jacobs
© 2005-2030, all rights reserved

One Response to “Cheap Advice – Priceless Results”

  1. I love what you are doing with this site. This type of writing has got something for everyone!
    Keep up the very good work. I’ll be checking back.

    H.

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