| V. Consummation |
| (The Close) |
| The Myth of the "Closer" Many refer to the art of Consummating the sale as “Closing” as in “Closing the Deal.” Perhaps you have heard that expression used before. That is really a misnomer because our goal is not to close, but to open. That is: to open up opportunities for long term, mutually beneficial relationships with our customers. Our motive in asking for a sale is not merely to take possession of another person’s money. Our objective is to give our prospective Guests the opportunity to take advantage of the exceptional value that we represent. We may receive money, but we give value! |
In the Fifth Step your team will learn:
why everything they believe about
selling is probably mistaken
selling is probably mistaken
how to make more sales by
following a few easy steps
following a few easy steps
how to maximize profits by
"selling right"
"selling right"
how selling is actually about
giving, not taking
giving, not taking
| “There is more pleasure in giving than in receiving.” |
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www.doctoranswerman.com
R.L. Hoffman & Associates
| The fifth step |
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| This section provides a solid foundation on which to build a successful front line sales team. But one's skill at "closing" a sale is a never ending and expanding journey. Dr. AnswerMan has a complete program dedicated to this one fascinating subject. |
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