Always be Closing, and other myths
Don’t, always be closing….. please just don’t.
Closing techniques are a recurring theme, and we are often asked by people to help them to close sales more effectively. There’s a good chance that you’ve heard people talking about different ways of doing this…. Ask for the Sale, The Puppy Dog close (take it home, and bring it back if you don’t like it), The Alternative close (do you want this one, or this one), The Impending Doom close (decide within the next 2 hours to take advantage of this once in a life time offer)…. I could go on.
Closing techniques are dangerous. They damage customer trust and degrade customer conversations into one-time transactions. Don’t believe us? Here is one of many studies which support this ‘ScienceDirect.com’
If you’ve spent time selecting the right customers (see our last blog) and really worked on the business case for why your message is important your customers will instigate the closing process. It takes a lot of balls to move towards this approach, and it can be scary, but if you feel up to it, work on a really strong business case for why your product or service is right for the people it is right for…… and experiment with not closing at all.
Our own experience shows that the customer relationships which start with a customer (not a salesperson) asking for the sale, are the strongest and the most profitable.
What do you think?
Posted by Rachel Warhurst | 1 comments