The #1 Reason Why We Don’t Sell More
Closing opportunities come every time you deliver a quote or call to follow up. “I can have a proof to you in an hour.” or “Do you use Purchase Orders?” or “Hey, I’d like to print this job for you!” are examples of closing techniques. What is the worst that is going to happen, they say, “no”? You’ve already got that!
What made me think of this story was the fact that I was just back at Shaw Saab buying a car for my daughter, Kate. It was an excellent sales experience and we were treated very well. I highly recommend a visit if you are ever in Norwell, MA.
There. Now I don’t feel so guilty about ripping them a new one years ago.
Epilogue: The sales rep called me the day after we picked up the car and said, “When you and your daughter left, the owner of the dealership called all of the sales reps together and said, “We need to be more like her: Upbeat, sunny and positive!” Love that!
Questions to ask yourself:
- Am I consistently asking for the sale?
- Can I think of three closing statements to make?
- Am I upbeat, sunny and positive?
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