Fifty percent positive

When the closer is with his customer, it's one-on-one. No one else is involved. The closer represents fifty percent of a selling situation, and the customer is the other fifty percent. With this in mind the closer should go somewhere in the office to be alone, before he meets his customer.

The reason for this is simple: By being alone and thinking nothing but aggressive thoughts, the closer will create a positive selling attitude for himself that will spill over to the customer, pushing him a little closer toward following your advice. When the closer feels positive, strong, and comfortable enough, he is ready to meet the customer for the first time. This is a mental attitude the closer should attempt to induce if he wants to win a greater percentage of sales.

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