To Close or not to Close? Is that really a question?

April 17, 2011 by Shirleen Von Hoffmann Leave a reply »
by Shirleen Von Hoffmann President and Sales Coach for Home Builders Edge Copyright 2011

Many times when we are previewing shop videos, we see Sales Professionals doing the necessary steps to provide information to the client and touring the homes presenting all of the aspects of the product.  But many times we see them missing the key element of why they are called Sales Professionals.  They miss asking for the close and let the prospect walk away?

We hear them say, “well thanks for coming by” or “Have a nice day!”  They just let money walk out the door.

When you spend an hour or more at times with the prospect and then don’t ask for the sale, you are wasting your time, the prospects time and he builders money.  Always keep that in mind.  Asking for the sale is how you make your paycheck.  That is the long and short of it.  You are a Sales Professional you are not a tour guide.  Tour Guide’s get paid by the hour to present product. You get paid a substantial commission and it is your livelihood, so make sure to trial close to make sure you are on track with the prospect and close in general.  If you get a no, we are not ready, that just tells you that you have more discovery work to do, so you can start asking the Why’s or the What’s.

The challenge we want to give you here is to never let a prospect walk away without asking for a close…This week focus on the close and see how your sales will change!

Happy Sales!

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