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I often have conversations with prospective clients who ask me to teach there people to close more. They believe that the more salespoeple close the more they will sell. You can even tell in his language. What he wants is some simple old fashion, old school ‘always be closing’ 1970’s ‘pushy selling’ training. That in a lot of cases will get an immediate result. It scares the Read the rest of this entry »
A man goes into the doctors. The doctor asks him “how can I help you?” he then proceeds to tell the doctor all about the pain, the doctor says “does it hurt when you do this?” and “when does the pain feel worst?” The doctor listens carefully, letting the man finish so that the doctor can truly understand his problem. He doesn’t second guess him, or tell him what he needs before the man gets to the true cause of the problem. Then and only then will the doctor start talking about solutions [selling] and eventually gives the man a prescription [closing].
Wouldn’t it be nice if all sales calls went like that? Next time you are in front of a brand new prospect. Ask them, “so, how can I help you?” see what happens, you will be very pleasantly surprised.
