Help me find: advice to "work in sales" & sales tips book, advice please

> 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

Glad you agree, Michael.

You asked why so many people have trouble with closing. Here's my answer: because they've been taught that selling is one step after another leading to the 'last' step, the closing.

That step idea is old hat and very wrong. Selling, as you probably know, is a PROCESS...and no two sales are ever exactly the same unless you're selling to robots.

People who have been taught how to sell correctly NEVER think close. They also seldom ever have to ask 'closing type' questions either (this may vary with the product being sold, however). If everyone has been on the same wavelength all the way through the actual sale is just assumed by all. If they're not ready for the sale, they'll let you know, then you probe to find out the objections, overcome them, and make the sale.

Sometimes reducing something to its component parts can be self-defeating and sales is one case where this is true.

Incidentally, if making the sale is the last step, the salesperson has missed a lot of referrals and good PR opportunities.

Sandi