Having blogged last time about the pointlessness of closing techniques (see Always Be Closing… and other myths) I came across an article/blog that really got me fuming mad! I’ve decided not to link to it, just in the interest of not kicking off an internet battle, and safe in the knowledge that people who read our blog are generally looking at the opposite approach to this. Here’s a sample from the opening paragraph:
“Don’t you just get hopping mad every time you give a kick-ass sales presentation — and yet your prospect simply won’t buy a thing from you? Do you feel paralyzed by the fear of rejection every time you have to ask that “cruel” prospect for the sale? Does your ego get clobbered out of shape whenever your prospect tells you, “No?”
Well, then it’s time to unleash your delicious revenge on those merciless prospects that have been making your life a living hell. It’s time to deploy the most vicious, diabolical tactics you can find — turn the tables on them, and make them tremble like the squirming wimps that they are …
Whew … okay, now that we’ve gotten your pent-up angst out of the way, let’s talk about the core of your torment — that thing that strikes the most fear into the hearts of salespeople everywhere — that is, closing the sale.”
The article goes on to say they aren’t talking about the old hackneyed closing techniques, and they may well not be, I decided not to spend the money to find out. But, for me, techniques which start by insulting and ridiculing your own customers aren’t for me.
I’ll hazard a guess that your customers deserve better too!
Posted by Rachel Warhurst | 0 comments