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I've been a sales rep for a few months now and can do everything but close the deals. Unfortunately, "if you can't close, you can't sell." I started a website detailing my situation. I'd appreciate any advice you could give. Thanks. http://closingmachine.blogspot.com
From United States ,
Hello Closing Machine,

You seem to be affected by the "closing syndrome". The material you have been reading and so many other books on "closing skills" have been perpetrating this myth that closing is the most important part of the sale. The one thing you should do right now is kick out all those books and material on "closing skills" adorning your bookshelves and reinvent yourself in a new role: a truly customer centric sales person. You have adopted a very bad name for yourself, rather you should be calling yourself the "Opening Machine".

Buddy, closing is not the important part of the sales call. It is the "opening". That is the time you discover the customer problems, his pains, his challenges and issues. That is the time you discover whether there is a genuine fit between your solutions and his problems. When you are attempting to solve a genuine customer problem with your solution, there is no need to put any pressure. Your mental frame shall be to discover if there is a possibility that you can truly serve the customer, not to sell your products. This happens during the initial stages of the sales call, the opening. Once you do the opening properly and lead the call using intelligent questions aimed at discovering his true challenges and desires, there is no need for any closing. Closing will take place automatically.

I will give you very specific tips on how to conduct sales calls using a customer centric approach in my next mail. Before that please let me know whether you are selling B2B or B2C (consumers). If possible, let me know the nature of your products. There are so may good sales experts in US who could assist you as well. If you let me know the above details, I will send you specific advise. Do one thing right away: change your name. Closing is dead and buried long back.

Sajeev

You could check my blog www.missionselling.blogsource.com which will give you lot of information on sound selling practises. Good luck.

From India , Delhi
Sajeev, Thank you so much for replying. I sell document/imaging products and services B2B. I’ll write more once I finish reading your amazing website!
From United States ,
Sajeev, Thank you so much for replying. I sell document/imaging products and services B2B. I’ll write more once I finish reading your amazing website!
From United States ,
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