Don’t close the sale, open it
Posted by Tyrone Turner on June 30, 2011
When I started my corporate sales career in the late 90s, I remember my sales manager saying that to be successful you must close” the deal.” I disagree with that phrase – “closing the deal.” When you meet with a prospect that becomes your customer, you must open the door to new opportunities.
You see folks, this person has given you their hard earned money and in a world of endless choices, they decided to do business with YOU. You should feel honored and treat this new relationship with reverence. When you treat your customers right, they will be your best advertisements. You will be in a great position to receive loads of referrals.
My advise is stay away from the old-school, hard selling ways of the past as shown on this video by Alec Baldwin the the movie Glengarry Glen Ross
Selling is simple – not easy, but simple.
Here is the simple formula to success:
- Sell a product or service you believe in
- Ask your ‘suspects’ what they need and what they want – they may become prospects
- Once the suspect becomes a prospect, give them a simple overview of how your product or service can help them save, time, energy, or money, or just make them happier
It is kind of like being a waiter. Just make sure not to bring the customer pork chops they asked for chicken marsala.
All the best to you in your endeavors.
