You have an obligation to your customers to move smoothly through the close and to assure that it is as quick and painless as possible. To mini- mize stress for both of you, you must make it fast and efficient. This is a key part of your job. There is always a period of tension at the end of the sales process. For you as a salesperson, the close represents the cul- mination of all your efforts. The idea of losing the sale can be very stressful. You start to feel tense. Your stomach churns. Your solar plexus tightens up. Sometimes your heart rate increases, and your throat goes dry. Because you are asking the customer to take action, and he may say no, the whole idea of closing triggers a tremendous fear of failure. The shorter the closing process, the less stress you expe rience. Take t h e p r o s p e c t through the close p r o m p t l y . Fortunately, this is a selling skill that you can learn with input and practice. product, and the prospect’s buying Once you have explained your desire has been aroused, move briskly past the close and into wrapping up the details of the purchase.
"You have an obligation to your customers to move smoothly through the close and to assure that it is as quick and painless as possible."
STRATEGIC SELLING
Chairman and CEO of Brian Tracy International, a human resources company specializing in the training and development of individuals and organizations.
President of Brian Tracy University, a private online University for Sales and Entrepreneurship (www.briantracyu.com).
