4. You typically have to ask 5x before someone will tell you yes. It’s not about pressuring people; it’s about understanding that our natural human tendency is to resist change! Even when we know things are good for us, we are naturally resistant to change. On average we find most people will say no at least 4x and you will get them on the 5th try. Part of what makes a great Servant Salesperson is understanding and being great at interpreting when someone is truly not interested and when they know they need to do something but they are afraid to.
5. Closing is a formality. The good news about closing is that if you are genuinely interested in serving someone and not just selling to them in the other steps of the sales cycle, then the close is so casual, so easy and so nonchalant that it basically happens automatically.
6. Your confidence is inversely proportionate to your skill. If you have to ask for the sale an average of 5x but you only know 2 types of closing questions, isn’t that a problem? Yes, it is – for both you and your prospect. Take the time to learn some new closes. Again, it’s not about you having some magic voodoo mind tricks to talk someone into something they don’t want, but it is about you as a professional having the appropriate tools to facilitate the service of comfortably guiding someone to a decision about what is best for them!
7. Closing is about conviction. At the end of the day, closing comes down to you honestly believing that your product will help your client enough in their life that it costs more to live without your product or service than it does to invest in it. If you can convince them of that one idea, then you are going to help. If you can convince them of that one idea, then you are going to help them overcome their natural resistance, you are going to help a lot of people and your ideas will spread far!
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