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Conflict Of Closure

Written by: James P. Burgess

Article Overview: This Brief article discusses the issue of fear in closing the sale.

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Conflict Of Closure

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!

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Home > Sales > James P. Burgess > Conflict Of Closure
Article Tags: apple, closure, conflict, fear, gruelling, principals, sales effort, sales representative, sales reps, satisfaction, sensation, stomach, ultimatums

About the Author: James P. Burgess
RSS for James's articles - Visit James's website

Principle Bio: James Burgess has always been active in the development of people. Married with 2 children, he believes in the power of strong relationships, communication and a passionate commitment to a bigger vision. With over 22 years of business and sales experience and a formal education that includes counseling, James carries a no-nonsense approach to equipping people for the marketplace. James presents a powerful service to affect positive life change for professional results. Authoring sales ethics and professional mentoring programs for both new and experienced entrepreneurs and their staff, James has been able to achieve strong positive results where traditional means and motivations have not. James brings great passionate creativity and strategic forward thinking to his clients and community. With this in mind, we know you won’t be disappointed. Personal values: “A celebration of life, with a positive attitude of love, expressing itself in liberty, with a constant pursuit of progress” www.canadabusinesscoach.com

Click here to visit James's website Dashed Line

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