Hello and thank you for visiting my blog.
Don’t forget to go for the close; otherwise you will never make one!
One problem that many salesmen have is that they keep throwing great arguments at the customer, but they never actually ask for the order and therefore never get any.
The difference between an Argument and a Closing Argument is the nature in which they are used.
An argument answers a question the customer has. A closing argument involves asking for the order, though it can still be answering a question of the customer.
One of the hardest things to learn as a salesman is to balance the number of arguments and sales arguments.
You will never make a sale if you only answer the customers’ questions and give them reasons to buy. You have to also give them the chance to buy, by asking for the order. In the same way you will never sell if all you do is ask for the order without reassuring the customer that they are making the right decision.
I have found that the best mix is that every time I use an argument I always follow it up with a close attempt.
For example if the customer asks why they should buy our product instead of my competitor, I will calmly explain the difference between our products and then go for a close. I will never answer a question and then wait for the customers’ response.
Another problem many salesmen will have is that they will use a closing argument without asking for the close.
For example they might lower the price, and than just wait for the customers reaction instead of asking for the order.
It is great to give the customer reasons for buying your product but you have to give them the chance as well. No customer will ever ask to buy your product. It is up to you to help them.
Many might argue that you shouldn’t do as many closing attempts as I recommend. The reason I go for the close in every other argument is because I know that you need to do at least 7 close attempts before the customer buys your product. If you don’t keep doing close attempts you will have to talk for hours before you get to seven and by that the customer will have stopped listening anyway.
Thank you for visiting and I hope this article helped.
If you have the time please share your thoughts on the differences between close attempts and regular arguments.
Daniel M. Wood