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Most call New York, "The City that Never Sleeps". Well, as I write this article for you, I'm in New York and I believe that it should officially be renamed "The City that Always Sells". Think about it. When you are in New York (and if you live here, write me and let me know how YOU do it), I invariably bring a giant Indiana Jones-size duffel bag of cash with me, because someone is selling me something! For example, from the moment I retrieved my luggage yesterday, I experienced sales all around me. Truth be told, I feel right at home in this type of environment. For example, there was the quintessential pirate cab driver at LaGuardia, asking me if I wanted a lift. These guys always have a quick, "one-two" type of close because they can't afford to get caught by the authorities. Then, there was the bell man at the Crowne Plaza who grabbed my bags, stacked them by the curb, and used the "assumptive close" as he waited for his tip. Next, as I was shopping for some pastries to take home to my family, I experienced the "qualifying close" from the baker who inquired "How much room do you have in your luggage?" Lastly, I heard the "relationship close" from the waiter at my favorite Indian restaurant who said, "You don't have this type of food in Atlanta, so when are you coming back?" (Incidentally, for the record, we DO.) So those are some of the sales closes I've heard in the last 24 hours since I arrived in The Big Apple. Now, how can you use these closes to get your deals? Here are a few tips... The "one-two close". With this approach, consider it fast and expect either a quick "yes" or a rapid rejection. Ask and get out. For example, you are on the telephone asking for a reorder from your customer. You say, "Ted, why not go ahead and order another 7 cartons so you can be prepared for the June rush?" He'll either do it or not. Typically the stakes are low with this type of close because you aren't expecting a negotiation. This close couldn't be used for example if you selling a 3 billion dollar deal to the military, or capital equipment. Next, you have the "assumptive close". This close pre assumes that you have the deal sewn up, without asking for "permission". I use this one a great deal and recommend that many salespeople do, too. For example, you have the contract for your deal all filled out and say, "Let's just go ahead and get the agreement signed so we can get started on the project right away." The "qualifying close" is where you lead your customer down the path through careful questioning towards the end of your engagement with them. Simply ask your carefully thought-out questions to gain agreement to the culmination of your close. For example, "If you are to move forward, what time frame does that look like?" Lastly, the "relationship close" prepares you and your customer for a "yes" partially due to the relationship that's been established. One example is, "Bonnie, you said it's important to you that the implementation begins before you take your son to Princeton in August. Let's begin the process now so that we can meet YOUR deadline." Try one or more of these Big Apple closes today with your customers and watch your closing rate add up in a TRUE New York style! (c)Renee Walkup, All Rights Reserved, www.salespeak.com, 678 587-9911 |
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