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Ugh. Please don't read this and think you know anything about "closing" a sale. Closing techniques work well for small, unimportant, everyday purchases. They d

Ugh. Please don't read this and think you know anything about "closing" a sale. Closing techniques work well for small, unimportant, everyday purchases. They do not work at all on sophisticated buyers. They might in fact cost you the sale. The rule of thumb is: If there is any chance that the prospective customer might have heard of such a thing as a closing technique - DON'T USE THEM.

landonhowell 15y ago
I disagree. I've been in sales for 12 years and it all happened by accident. I took a sales job because nothing else was available, so I just acted like my overly polite, "nothing to lose" Southern hospitality self. My closing technique in many occasions was not to use a line at all. People expected me to "close them". When I didn't,m and just sat there with my mouth shut, people were eager to buy, if only because they didn't feel pressured. Closing techniques simply place the customer in the mindset that "there are constraints to buying everything, and these are my constraints to buying this thing." Closing techniques are used everyday, even by yourself. However, most are unaware (even users of techniques) that a technique has just been used. Ever go to buy something at your local Apple store and the employee whips out their mobile payment device and says "I can check you out right here. Any employee can help you pay for your item at any time."? That's a closing technique. Your constraints are that you are free from finding a checkout and standing in a long line. Because you realize "Hey, these aren't really aren't constraints at all! Buying from Apple is swift and easy!" That's Apple's closing technique... embedding in your mind that buying from them is never pushy and always helpful. The techniques listed in the article are a little cliche, but true nonetheless.
ChaseB 15y ago
Last summer I spent a day on a motorcycle tour with two retired IBM salesmen. They reminisced sales stories all afternoon. I couldn't believe the amount of preparation and planned sales tactics they employed. A blue suit was required at all times because blue conveys trust and will result in a higher sale.
- philwelch 15y ago
  I used to work at a place that used ClearCase and Lotus Notes. I can tell you that the only people who put any thought into that decision were the IBM salesmen.
edkennedy 15y ago
I actually don't think this article falls in the same category as someone doing "A benjamin franklin close" or a forced close or whatever other closing technique involves manipulation. The article states very simply that there are three different ways you can close a call, hard, medium and soft. It's not a technique, he paints with a broad brush and leaves the article very open to interpetation and adaptation to your sales style.
- mstroeck 15y ago
  Exactly my point. All fluff, no informational content.
rdl 15y ago
Read SPIN Selling by Neil Rackham instead of this (crappy) article, if you're selling "major sales". http://www.amazon.com/Major-Account-Sales-Strategy-Rackham/dp/0070511144/ref=pd_bxgy_b_text_c http://www.amazon.com/Major-Account-Sales-Strategy-Rackham/d... is good, but SPIN Selling itself is a better intro.

landonhowell 15y ago

I disagree. I've been in sales for 12 years and it all happened by accident. I took a sales job because nothing else was available, so I just acted like my overly polite, "nothing to lose" Southern hospitality self. My closing technique in many occasions was not to use a line at all. People expected me to "close them". When I didn't,m and just sat there with my mouth shut, people were eager to buy, if only because they didn't feel pressured. Closing techniques simply place the customer in the mindset that "there are constraints to buying everything, and these are my constraints to buying this thing." Closing techniques are used everyday, even by yourself. However, most are unaware (even users of techniques) that a technique has just been used. Ever go to buy something at your local Apple store and the employee whips out their mobile payment device and says "I can check you out right here. Any employee can help you pay for your item at any time."? That's a closing technique. Your constraints are that you are free from finding a checkout and standing in a long line. Because you realize "Hey, these aren't really aren't constraints at all! Buying from Apple is swift and easy!" That's Apple's closing technique... embedding in your mind that buying from them is never pushy and always helpful. The techniques listed in the article are a little cliche, but true nonetheless.

ChaseB 15y ago

Last summer I spent a day on a motorcycle tour with two retired IBM salesmen. They reminisced sales stories all afternoon. I couldn't believe the amount of preparation and planned sales tactics they employed. A blue suit was required at all times because blue conveys trust and will result in a higher sale.

philwelch 15y ago
I used to work at a place that used ClearCase and Lotus Notes. I can tell you that the only people who put any thought into that decision were the IBM salesmen.

edkennedy 15y ago

I actually don't think this article falls in the same category as someone doing "A benjamin franklin close" or a forced close or whatever other closing technique involves manipulation. The article states very simply that there are three different ways you can close a call, hard, medium and soft. It's not a technique, he paints with a broad brush and leaves the article very open to interpetation and adaptation to your sales style.

mstroeck 15y ago
Exactly my point. All fluff, no informational content.

rdl 15y ago

Read SPIN Selling by Neil Rackham instead of this (crappy) article, if you're selling "major sales". http://www.amazon.com/Major-Account-Sales-Strategy-Rackham/dp/0070511144/ref=pd_bxgy_b_text_c http://www.amazon.com/Major-Account-Sales-Strategy-Rackham/d... is good, but SPIN Selling itself is a better intro.