Open Before You Close

Before you can close a deal, you must open a relationship.

You have to make a connection and open a human relationship with people before you can ever hope to close a sale.

And that process that takes as long as it takes.

Here are four tips:

  1. Don’t rush or force them. This only pushes them further away, creating sales resistance that wasn’t there to begin with.
  2. Get on the same “wave-length” as the person you’re talking to if you hope to open a relationship with them. You do this by finding things you both have in common.
  3. You have to be interested in them, more than you are yourself.
  4. You must listen more than you talk.
  5. If you want to sell, learn to tell a story. Facts and figures only make people think, not act.
Open the relationship first and at least you’ll have a chance to close a deal. Fail to open a relationship and you’ll never seal the deal.

This quote from Bob Burg says it best:

All things being equal, people will do business with, and refer business to, those people they know, like and trust.

daniel w. jacobs
(c) 2011-2030, all rights reserved


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