Getting the Sale

de Jim Cathcart

Any good talker can have a stimulating discussion, but only a good salesperson can lock in the commitment to do what you have been talking about. And that is the person who earns the commission dollars. Without the sale you are simply, as some call it, a “professional visitor.” Here’s the rub — in their efforts to gain more commit¬ments, many salespeople become “power closers.” These are people whose mantra is “ABC: Always Be Closing.” They put pressure on the buyer from the start to make a commitment, and in many cases they lose the sale by exerting too much pressure. This ebook recommends that you avoid becoming a “Closer” and instead simply learn to “Confirm” each promise the prospect makes. Be gentle and respectful, but be clear about what the intentions are, both for them and for yourself. They expect something from you, and you have the right to expect something from them as well. But you must make it pleasing for them to keep their commitments – otherwise they’ll simply buy from someone they like.