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
Sales Trainer
720-371-2000
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