> closing shouldn't even
> be discussed.

> If you've made the approach and presentation
> correctly, the closing doesn't even exist as
> a separate entity...it's a natural extension
> of the process. If you think 'closing'
> you're not listening and really
> communicating with your prospect.

Well said!

The trouble with closing is something that's puzzled me. Not that I have trouble with it... but puzzled that anyone does.

I mean... what is so hard after spending time with the person, to simply ask them "Do you want me to book you in?" "Do you want to go ahead with it?" Do you want..."

To me, as you said, it is a natural extension. A part of the conversation which is flown into.

Of course, I also assume that someone who asks about something does so because they want to buy it.

If someone is not interested in what you're offering, they'll tell you pretty quick. Of course, this assumes you actually offer them something and not be manipulative in your sales spiel.

How do you tell if someone is trying to manipulate you?

They ask rhetorical questions which you would look like an idiot to say No to... such as... would you like to save 20% on your phone bills?

Good thread.

Michael Ross


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