LESSON 45The Trial Close
Many companies call and ask me to help their salespeople close better in the selling process. Weak salespeople close hard. Let me repeat that: weak salespeople close hard. Closing is a skill learned by salespeople to get the order. The problem is that most salespeople close for the order before finding out what the customer wants and needs. Don’t you hate it when you go into a business to buy a big-ticket item, such as a new car, copier, or furniture, and the salesperson pressures you to buy?
Many companies think these are good selling skills and that their salespeople are doing a fine job. Not even close! They are not forming relationships that will lead to return customers. The customer won’t tell his family, friends, ...
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