|
WHAT
A SALE IS NOT |
| |
|
Before
launching into the essence of what it is that truly |
|
|
makes selling good selling, let’s take a quick
look at seven of the |
| most
widely held misconceptions about the field of selling.
Left |
| uninspected,
these misconceptions can act as stumbling blocks, |
| blinding
us to the more workable truths, on the road to Super
|
| Salesmanship. |
• • • • •
MYTH
#6 -- The “CLOSE”*
Is All that |
| |
|
|
Really
Counts |
|
|
Many sales professionals put far too much attention
on the |
| |
closing of their sale and
far too little on the opening and |
| developing
of it. |
|
|
A smooth close is built upon a sequence of
properly executed |
|
earlier steps. If you’ve thoroughly laid these
earlier steps in |
| place,
then getting your prospect to close should NOT take
a |
| massive
effort or require resorting to complex tricks. |
|
|
If, on the other hand, you have totally omitted
or partially |
|
neglected
one or more of the earlier steps, and have thus built
a |
| faulty
foundation, you will most likely find your closes |
| enormously
strenuous and often nearly impossible to pull off. |
*The Close: Getting a firm commitment
to buy, including any applicable paperwork fully
completed and payment secured.
|
