Sales | by Tom Woodcock | 04/07/2010
Often owners and sales managers search high and low for hard closing sales personnel.
Those people that can "bring home the bacon" and get the deal. Problem is, who really likes to be hard closed? Answer? NO ONE! Do you?
Think about it. How uncomfortable do you feel when you're being pressure closed? Can you say used car salesman?
Actually, the best way to close is to assumptive close. Customers are getting more and more educated with the rate they can gain information in this generation. They already have an idea what you're all about before you've even entered into the sales process. So what do you have to lose by making the assumption that the business is yours to lose as opposed to win?
This flips the whole sales focus. You're geared towards really finding out what the customer wants as opposed to finding out how to talk him into using or buying from you. Know your customer, know your company and know your product or service.
Combine the elements with a personal connection and voila! I know I'm making this sound easy but it truly is.
Remember, people buy from people not companies. Take the time to really listen and really converse with your client. Don't talk at them but to them. Listen intently to what they want and avoid forcing your will on them.
No close is 100% successful but hard closes are far less fruitful.
So lighten up and try the assumptive close. I believe you'll be pleasantly surprised!