Comments on: Giving up on Closing http://www.thequeenofsales.com/giving-up-on-closing/ Sales Royalty Thu, 11 Apr 2013 18:45:16 +0000 hourly 1 http://wordpress.org/?v=3.3.2 By: Shirleen Von Hoffmann http://www.thequeenofsales.com/giving-up-on-closing/comment-page-1/#comment-34500 Shirleen Von Hoffmann Fri, 15 Jun 2012 21:59:10 +0000 http://www.thequeenofsales.com/?p=1174#comment-34500 Ray, I couldn't agree more and trial closes just help you to check the pulse...Am I going in the right direction with this client. And make the big close that much easier. Thanks for your comments... Queenie Ray,

I couldn’t agree more and trial closes just help you to check the pulse…Am I going in the right direction with this client. And make the big close that much easier.
Thanks for your comments…

Queenie

]]> By: Ray P. Acheson http://www.thequeenofsales.com/giving-up-on-closing/comment-page-1/#comment-34490 Ray P. Acheson Fri, 15 Jun 2012 17:10:22 +0000 http://www.thequeenofsales.com/?p=1174#comment-34490 I think that closing is the most important aspect of selling with out it, you don't get a check and the customers are with out the product they came for. Many sales people forget to do trial closes, like are you buying before rates go up. Do you want to start enjoying the home this summmer or many others that get a yes. Once this point is made than you can start getting in a little deeper, and features need to have benefits. The clients don't care what it or you can do, but what it does for them. At first he home is like a tabasco bottle and the price like a ketchup bottle, with feature benefitting that changes. The pyramid of old days is to talk quick and hammer hard, but really it is much easier to do it opposite. Spend time building rapport and feature benefiting and the close will come easy. TURBO RAY I think that closing is the most important aspect of selling with out it, you don’t get a check and the customers are with out the product they came for. Many sales people forget to do trial closes, like are you buying before rates go up. Do you want to start enjoying the home this summmer or many others that get a yes. Once this point is made than you can start getting in a little deeper, and features need to have benefits. The clients don’t care what it or you can do, but what it does for them. At first he home is like a tabasco bottle and the price like a ketchup bottle, with feature benefitting that changes. The pyramid of old days is to talk quick and hammer hard, but really it is much easier to do it opposite. Spend time building rapport and feature benefiting and the close will come easy. TURBO RAY

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