It has been very helpful to take a class on sales. It is something that there should be more classes dedicated to. I feel as if we have only scratched the surface as far as getting really deep into the profession of sales. Being that this is my final blog post, I saw it fitting to talk about “the close”. The point in the sale in which you get your client to sign on the line that is dotted.
The closing step in the sales process can be an awkward time for both parties. It is a time where there are a lot of financials being thrown around as well as a lot of uncertainty. This awkwardness can be minimized by making sure you do a good job with the steps leading up to the close but is hard to get rid of completely. It is important, as we have discussed in class, to really evaluate both sides and figure out if there is going to be a good fit regarding the sale. The close is something where you want a very precise decision from the client. They can either say “yes”, or “no”. Anything other than a straightforward answer could result in a massive waste of time.
I firmly believe that whether you get a yes or no, you can come away from a potential sale with a good feeling. You either move on with the process or stop and learn from what your might have messed up. The worst thing would be to get an unclear answer and be waiting or calling on your client using so much of your time to figure out a definite answer. Always ask, and always follow up. It will save you time in the long run.
BoweryJE22
Ok, Tom I really see where you are coming from. Being straightforward and clear is definitely the best route to take. Leaving things up in the air will most likely lead to wasted time and a wasted sale.
Getting a firm answer is a success, whether or not it was a yes. That is the biggest lesson I’ve learned this semester, completely changing the way I see “no”. I’m so thankful.
I think this is a great reminder because people always seem to want to give you an open answer to give them more time to decide on things. Everybody wants time to make decisions, but people usually do not recognize how giving them extra time causes you extra problems. Getting a yes or a no as soon as possible is very important.
You made great points about the closing of the sale and how the close needs to be a definite answer. As a salesperson, you don’t want to be trying to close someone who isn’t completely bought in to the idea. This can cause you to waste your time or it could cause the customer to buy the product and immediately regret his/her decision, which is something we definitely don’t want.