Why “Going For The Kill” Can Cost You Money

I’ve been in sales for over 25 years now and I’ll be the first to admit that times have changed.

Today’s consumers are way more educated when it comes to most common sales tactics. Even though this is the case, it’s safe to say that many of you reading this right now are still trying to close people the “old way.”

When I say the old way, I mean using things like the “Either Or,” “The Take-Away” or any number of other closes. A lot of salespeople still rely on good old-fashioned pressure to make things happen.

I myself love using strong closes when the time is right because the pressure of a good well-timed close is often needed to motivate our prospects to make a decision.

The thing I’m focusing on in this post is something even more important that you should consider.

Consumers are often times under a lot of self-pressure. With that in mind they don’t need us sales-folk to apply any more.

I’ve found an even more effective way of selling, is by listening.

The greatest thing about asking questions and listening to the answers is; customers want to be heard.

Everybody’s favorite subject is themselves and if you’ll give your prospect the opportunity to do so, they will tell you everything you need to know for determining how you can help them with your product or service.

More times than not, if you ask questions (AND) listen you’ll be a lot different than the last salesperson they came across.

Always keep in mind that the #1 thing you sell, regardless of what product or service you have to offer is yourself.

If people like and trust you, they will buy from you. And nothing builds a stronger bond than listening to what the other person has to say.

If you don’t understand why you’ve missed some sales lately this just might be one of your problems.

Think of it this way. If you have to spend an extra 20 minutes on the phone with each customer you’re going to build stronger bonds.

Those bonds you’ll be building will earn you the right to ask for their business.

Before you go spewing off what it is that you have on your next sales call, take some time to find out what it is they want. If you will invest your time and show empathy for your prospect there’s a very good chance they will invest their dollars with you.

Give it a try and see what happens to your closing percentages. Jumping too quickly to a close, may scare more clients off than close them.

The next time you are about to present an offer and attempt to close a customer ask yourself these three questions.

  1. Do I know exactly what this person needs?
  2. Is my product a perfect fit for their needs?
  3. Would I like working with this person?

Once you can answer all three questions with a definite “yes” you should be good to ask for their business.

If you encounter resistance, ask more questions.

Many times it’s not about “no” it’s about “know.” People in general love soaking in information.

The more they know, the better informed they feel about making a decision.

Did This Help You? If so, I’d greatly appreciate it if you would share this post!







Todd Whitcomb’s Sales & Marketing Blog

Email: Todd@ToddWhitcomb.com

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