The Buying Curve by David Fitzgerald & Karen Holden

Author:David Fitzgerald & Karen Holden [Fitzgerald, David & Holden, Karen]
Language: eng
Format: epub
ISBN: 9781491841440
Publisher: AuthorHouse
Published: 2014-02-03T00:00:00+00:00

SECTION 3

11

Let’s Go Back to the Beginning

What does closing a sale really mean? Some salespeople believe that it is having the prospect make the decision to buy. There are others who believe that it is empowering your prospect with an emotional feeling that by making a decision will satisfy whatever their need they have at that moment. In reality, closing is your perception of how you are acting and feeling—your attitude and your energy towards yourself and your prospect. Remember, prospects buy you therefore you need to be able to captivate people. You need to capture their emotions and find a way to keep them riveted to their seat. Remember closing a sale is nothing more than the transmission of your energy and enthusiasm to your prospect.

There comes a point in selling where to do the best you can possibly do you will still come across road blocks. No matter how successful you are in sales you will experience periods of reduced sales. Unfortunately, when you are not writing business, or on a roll, you will go home frustrated and snap at loved ones. You will begin to think about why you did not or could not get the sale…” You will talk to other colleagues about it trying to figure out why you are not writing business. You may then either get on a computer and start working out some new fancy pitch. Maybe you go to a colleague who is on a roll to ask them what they are doing to write sales. Possibly you may add their pitch or shticks to your presentation that just creates more problems rather than solving them.

In this chapter we are going back to the beginning. I will put you “on the couch” by asking tough questions about what makes you tick and what may have caused you to lose sales. If you cannot be honest with yourself to fix your presentation then you will never become a master closer. If you can become critical of yourself and your presentation then you can pinpoint exactly where you are having trouble and try to rectify it. The absolute and most important thing to remember, whether you are a new or seasoned salesperson, is simplicity; keep it simple and sincere.

If you are closing more than 30% on a consistent basis, this chapter may not have much benefit for you. However, if you want to achieve a better than 30% closing ratio, it could definitely help. For those of you who are under the 30%, or better yet, under 20%, use this chapter as often as you need to help you get over those nasty areas that cause you the most trouble. If you have less than a 15% closing ratio, I would highly recommend that you start reading this book again (ha ha!).

FIRST, ARE YOU IN A SLUMP?

Sales Slumps are normal to every sales person. There are periods of great joy when it seems that everyone you talk to buys from you and you think nothing can go wrong.

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