Good Morning Artists,
A,B,C … 1,2,3
Closing has been taught as though it is a sales technique, but it is an extension of selling and is, in actuality, a completely different art.
Selling is identifying needs, selecting the right solution, and then demonstrating how our flooring solves the problem.
Closing is getting our customers to take action and agree to exchange something of value for what it is we offer.
Closing is happening throughout the entire appointment. Some of us have experienced the deal that was accepted before we even showed the flooring, others have closed a deal, written it and was out of the house in 30-45 minutes. (Side Note: Don’t skimp on the 10 steps even when it is a slam dunk)
The more we practice handling objections, the more natural we’ll sound. It’s like the grandmother who makes fudge without even looking at the recipe. She has done it so many times over the years that she doesn’t need to read over the list of ingredients anymore. She just knows what to do—and her fudge comes out perfect every time.
It’s the same thing with handling objections and closing deals. We need to practice handling objections and stalls so that we can persist intelligently through resistance.
Closing is art, and anyone can learn it. Closing requires practice, practice & practice.
Most people think "selling" is the same as "talking". But the most effective salespeople know that listening is the most important part of their job. – Roy Bartell
Floors By Tomorrow
Auth Rep of Empire Today
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