The Secret of Selling Anything by Harry Browne

Author:Harry Browne [Browne, Harry]
Language: eng
Format: epub, pdf
Amazon: B00M19W20Y
Published: 0101-01-01T00:00:00+00:00

Chapter 15

CLOSING IS EASY

Step five in the sales interview is to Close the Sale.

The two problems most often raised by salesmen are the inability to motivate and the inability to close sales. This isn’t surprising; for both of these tasks are surrounded with great misconceptions.

As we’ve seen, the secret of motivation is to quit trying to motivate people. The motivation already exists; your job is to discover what it is and appeal to it.

In the same way, too much emphasis is placed upon the specific techniques of closing sales. Supposedly, you’re to be so forceful that the buyer can’t say no. That’s a frightening and difficult task, isn’t it?

In reality, the emphasis should be placed upon the earlier steps of the sale. That’s where the close becomes easy or difficult.

To understand how to close sales easily, let’s go back and review what has preceded the close:

You’ve encouraged the prospect to tell you about his problems, his concerns, his objectives, etc. In effect, he’s told you what would be necessary for you to make a sale.

You then organized and summarized the things he said, so that you now have a clear-cut understanding between you. You have a common agreement as to what is necessary to make the transaction.

You then presented to him a solution for his problems, a way of getting what he wants.

Then you ironed out any details or questions in a period of informal conversation between you.

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