They must have complete trust in you, while your task is to help them overcome their fear of the unknown. Once you have gained their trust and given them confidence, they will jump into the close with you time and time again.
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Now take a minute and imagine what would happen if you had a lousy instructor on your first skydiving experience. What if they seemed just as nervous as you as the airplane climbs? Would you feel confident enough to jump with this instructor? Confidence is the most important skill you can possess in closing. Your customer is looking to you as their instructor to give them the confidence they need to buy. Any sign of weakness can have them begin to second guess themselves as you are closing and they will not jump into the close with you.
Another important concept in closing is to remember your customer may begin to give you some reassurance objections, as you go through the closing process. Reassurance objections are very different from regular objections. Reassurance objections let you know you are doing your job well.
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They simply need reassurance they are not overpaying. A confident sales associate can close immediately with reassurance. Apply this knowledge in your closing technique and see how effective you become as a closer.
How To Unlock Your Hidden Potential
In closing this series, I hope you have seen your sales process and customers in a whole new light. The days of tough selling filled with mistrust and manipulation no longer need to exist. Over time you will build a large and loyal customer base that can set you apart from your competition. For more information, visit his website at www. Your email address will not be published. Leave this field empty. Of course, you always have the right to unsubscribe from any communications you receive from us, should you change your mind in the future. No, I have all the knowledge I need right now.
By Brian Barfield Have you ever really thought deeply about the concept of closing a sale? Polishing its way to success.
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This book is a must read for sales staff regardless of the industry! While this book isn't going to win literary awards it is full of wisdom and truth. I got to know the author at work.
Brian has a lot of insight. I found this book so helpful! It definately has some great selling tips, and it is a very easy read. See all 5 reviews. Amazon Giveaway allows you to run promotional giveaways in order to create buzz, reward your audience, and attract new followers and customers. Learn more about Amazon Giveaway.
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