The Science and Art of Selling by Alen Mayer » closing stage http://www.alenmajer.com THE SCIENCE AND ART OF SELLING BY ALEN MAYER, CANADIAN SALES EXPERT, TRAINER AND AUTHOR Wed, 01 Feb 2012 14:30:10 +0000 en hourly 1 http://wordpress.org/?v=3.3.1 The Art of Closing – Part Two http://www.alenmajer.com/2009/10/the-art-of-closing-part-two/ http://www.alenmajer.com/2009/10/the-art-of-closing-part-two/#comments Mon, 26 Oct 2009 03:42:05 +0000 Alen Majer http://www.alenmajer.com/?p=690 The Art of Closing – Part Two is a post from: The Science and Art of Selling by Alen Mayer

]]> The first step of the Closing Stage is getting the prospect to make the right decision. Once Interest and Desire have been secured and Objections eliminated, you need to help the prospect come to the right Decision about buying the product.
Always be sure of yourself, without being over-confident. Assure the customer that he is making the right decision by purchasing the product or service. Reinforce that assurance without repeating your sales pitch. If you’ve done well in your presentation then you have successfully brought the prospect to the Closing point. Simply repeating your sales pitch and constantly reasserting that information in an effort to get him to make a decision will be fruitless. You need to help him to weigh up the decision and aid him in focusing on the positive aspects of purchasing the product.

The Decision to buy takes place in the prospect’s heart and mind. But it is up to the salesperson to translate that Decision into actually Placing the Order. It is entirely possible that a prospect can make a decision to buy and then reverse his decision and walk away without placing an order. This is why it is imperative for you to get the prospect to state his intent to purchase. After that, he is unlikely to change his mind and walk away without the order.

There is a law of human nature referred to as the “continuity of action”. The continuity of action is more powerful in leading to new acts than any other process. This means that if you want your prospect to do a certain thing, the best way is to start him doing something. Get him involved in some sort of action, and then it’s easy for him to switch to another action; such as signing an order.

The Art of Closing – Part Two is a post from: The Science and Art of Selling by Alen Mayer

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