DO YOU KNOW WHAT THE REAL ART OF ‘CLOSING-A-SALE’ IS?
DO YOU KNOW WHAT THE REAL ART OF ‘CLOSING-A-SALE’ IS?
Eight out of ten will answer - at the end. To be fair, they are not totally incorrect but they are more wrong than right.
The actual ‘close of the sale’ takes place almost at the initial meeting and all through the interaction.
Dale Carnegie is best known as the architect of the ‘Five Steps to a Sale’ selling process and his success is largely due to the simplicity of his strategy.
He gave short, easy, clearly defined rules that are based on human psychology,
For instance, his first step is: “Talk to your customer briefly regarding something that interests them.”
What does he mean and why is this important?
When salespeople meet customers for the first time, they need to ‘get-to-know-them’. This is also called bonding.
Carnegie suggested: in your opening meeting with customers, the best way to get them to like you and trust you is to engage them in brief conversations about things they find most interesting.
I saw this beautifully demonstrated first hand, when I was hired by the US agency, Response Marketing Group of Virginia, to set up their operation in Toronto. They had been invited to come and pitch for the CIBC Credit card business.
After the initial formalities and introductions, the CIBC staff sat back and waited for us to show and sell them.
After a brief awkward silence, our main salesman, Jim Marous, simply said, “Oh, we came here today just to get to know you. We don’t even know what problem needs to be solved or what you have attempted in the past.”
For the next two hours the client spilled their guts, revealing in detail their problems and what needed to be fixed.
I felt that I had just witnessed a skillful doctor who explored carefully before giving a diagnosis
A week later we came fully prepared with our pitch and solutions and walked away with 2 million dollars of business that day.
DO YOU KNOW WHAT THE REAL ART OF CLOSINGASALE IS - To learn more about this author, visit Billy Sharma's Website.
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Ask any salesperson, "At what point in the selling process does the 'Close' take place?"
Eight out of ten will answer - at the end. To be fair, they are not totally incorrect but they are more wrong than right.
The actual ‘close of the sale’ takes place almost at the initial meeting and all through the interaction.
Dale Carnegie is best known as the architect of the ‘Five Steps to a Sale’ selling process and his success is largely due to the simplicity of his strategy.
He gave short, easy, clearly defined rules that are based on human psychology,
For instance, his first step is: “Talk to your customer briefly regarding something that interests them.”
What does he mean and why is this important?
When salespeople meet customers for the first time, they need to ‘get-to-know-them’. This is also called bonding.
Carnegie suggested: in your opening meeting with customers, the best way to get them to like you and trust you is to engage them in brief conversations about things they find most interesting.
I saw this beautifully demonstrated first hand, when I was hired by the US agency, Response Marketing Group of Virginia, to set up their operation in Toronto. They had been invited to come and pitch for the CIBC Credit card business.
After the initial formalities and introductions, the CIBC staff sat back and waited for us to show and sell them.
After a brief awkward silence, our main salesman, Jim Marous, simply said, “Oh, we came here today just to get to know you. We don’t even know what problem needs to be solved or what you have attempted in the past.”
For the next two hours the client spilled their guts, revealing in detail their problems and what needed to be fixed.
I felt that I had just witnessed a skillful doctor who explored carefully before giving a diagnosis
A week later we came fully prepared with our pitch and solutions and walked away with 2 million dollars of business that day.
DO YOU KNOW WHAT THE REAL ART OF CLOSINGASALE IS - To learn more about this author, visit Billy Sharma's Website.
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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