Closing the File and Don’t Paint Seagulls

Closing the File and

What we learned in class yesterday, that at times it is necessary to close a customer’s file, can be a difficult thing to do as a salesperson. It is important to learn how to do this properly because it can help build a relationship with the customer, which sounds backwards if you are closing the file. If you show the customer that you first and foremost are concerned about providing them with what is best for them, then it builds trust with the customer.

This is a very productive position to take because later, the customer might want to purchase a service like yours and she will know to call you, as opposed to a different company. This is all part of the mutual discovery process of sales.

Don’t Paint Seagulls in your Prospect’s Picture

The story in class concerning the law suit with the little girl’s painting and her family was very intense… and a good reason to learn this rule now, instead of later or worse, the hard way.

This rule reminded me about not boxing ourselves in as sales people, but instead, not boxing in the customer. Saying that you think you know better than the customer is first very demeaning, but also not a smart thing to do as you are taking over the conversation and have forgotten your purpose. When you should be asking questions, you are talking about what you think would be best for the customer while only the customer knows what’s best for themselves.