Never close again

Always be closingWe all know the ABC’s of sales right (Always Be Closing)? I think that sales philosophy is BS (Bull $#!%). A car dealer closes a sale when you take a car off his lot – a professional salesperson simply lets their sales cycle lead to a natural end, whether it’s a sale or not. I’m very passionate about this subject.

As we’ve talked before, your prospects should be well aware of the sales process steps that you’re going to walk them through right from the onset of the courtship. So if you reach the end of these steps, an order will be the natural outcome, you don’t have to pressure them into “What will it take for me to get you in this car today?”

Before you say anything, of course I realize that this is an oversimplification and you often have to nudge clients into moving, but the theory is sound.

Another thing I hate about ABC is the word close itself. When you get your order, it should be an opening to more business with them, not a closing of some type.

A key to treating customers in this manner is that your sales funnel is full enough so that you’re not panicking at the end of your quarter and instinctively try to push your prospect faster than you should.

So do yourself a favor and take the notion of closing out of your mind. Walk your clients through your sales process and show them all the points along the path where they have an opportunity to detour. If they are still on the ride at the end, an order follows and you start the dance all over again.

Be Sociable, Share!

Leave a comment ↓

There are no comments yet...Kick things off by filling out the form below.

Leave a Comment

CommentLuv badge