In class today, we went over Sandler Rule #31, which states “Close the Sale or Close the File”. The rule follows the idea that a proper close could be going for a “no” by asking them if you should just close the file if they aren’t interested. The close could come after they said “no” to not closing their file and that they have interest in buying, which means you can close to them and get a sale.<\/p>\n
From my experience as a door-to-door pest control salesman, you get a lot of “no”. A lot of people want to end the conversation quickly and slam the door in your face to get along with their time in their own home. You have to come up with any way to involve them in a conversation, and I used the “close the sale or close the file” many times on the doors to great effectiveness.<\/p>\n
With door-to-door sales, a lot of the traditional sales tactics can’t be easily applied as you have limited time to explain what you’re doing at the persons house and who you are. My version of close the file would be saying, “I’ll be in the neighborhood with our trucks for the next week, but if you aren’t interested, we’ll be around the area anyway.”. This shows them at least to hear me out because at least it will be quick and convenient for them if they agree. This would result in them asking a buying question and my sales cycle of answering their question and including a question of my own to learn what exactly they need, then closing with a price.<\/p>\n
At the end of the day, the customer making the choice to buy the pest control to solve their problems in a convenient way leads to much bigger sales and a better sales atmosphere. It is much better to be the solver of a pest problem than mass-knocking 100 doors and reading the facts of the sales script until they buy something. Closing the sale or closing the file is a way to find they have the interest to have their problem solved.<\/p>\n","protected":false},"excerpt":{"rendered":"
In class today, we went over Sandler Rule #31, which states “Close the Sale or Close the File”. The rule follows the idea that a proper close could be going for a “no” by asking them if you should just close the file if they aren’t interested. The close could come after they said “no” […]<\/p>\n","protected":false},"author":3188,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-12970","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/12970","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3188"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=12970"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/12970\/revisions"}],"predecessor-version":[{"id":12974,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/12970\/revisions\/12974"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=12970"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=12970"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=12970"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}