Conflict Of Closure
Conflict Of Closure
I have met many Principals in business who emphatically ask me if we have material that teaches people how to simply ask for the business. I emphatically say "YES". I want to share with you a simple yet very effective way to avoid conflict in closure.
First, let's understand what is happening. At this point in your process it all seems to be going smoothly but for that nagging feeling you have inside. What is that? It is simply a fear of rejection. Many sales reps are very relational and equate acceptance of their product to be an acceptance of them. Consiquently a rejection of their product may feel like a rejection of them.
There is an answer to assist you the sales representative in this most gruelling of places. Offer options instead of ultimatums. Options are solutions offered to answer the clients expressed needs. The client may chose a solution that fits their immediate need or perhaps an upgraded solution that they can grow into. Either way, they chose the option which allows them a greater sense of ownership over their purchase and allows you the representative to have the satisfaction of a sale completed with ease.
If this is an issue you are dealing with in your sales effort, please don't hesitate to ask.
Enjoy!
Conflict Of Closure - To learn more about this author, visit James P. Burgess's Website.
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Hi there, I was wondering if you have ever run into a situation where you have met with a client, completed your selling process and all thats left is to simply ask for the business. Suddenly that sensation of having an apple caught in your throat and that sick feeling came up from the pit of your stomach. Has that ever happened to you?
I have met many Principals in business who emphatically ask me if we have material that teaches people how to simply ask for the business. I emphatically say "YES". I want to share with you a simple yet very effective way to avoid conflict in closure.
First, let's understand what is happening. At this point in your process it all seems to be going smoothly but for that nagging feeling you have inside. What is that? It is simply a fear of rejection. Many sales reps are very relational and equate acceptance of their product to be an acceptance of them. Consiquently a rejection of their product may feel like a rejection of them.
There is an answer to assist you the sales representative in this most gruelling of places. Offer options instead of ultimatums. Options are solutions offered to answer the clients expressed needs. The client may chose a solution that fits their immediate need or perhaps an upgraded solution that they can grow into. Either way, they chose the option which allows them a greater sense of ownership over their purchase and allows you the representative to have the satisfaction of a sale completed with ease.
If this is an issue you are dealing with in your sales effort, please don't hesitate to ask.
Enjoy!
Conflict Of Closure - To learn more about this author, visit James P. Burgess's Website.
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