Tartan Media Group

The "New" ABC's of closing sales:

ALWAYS BE CLOSING!

Skilled communicators understand that they work in alchemy, making something from nothing. In your conversations with callers, you will convert them from shoppers into committed customers. This transformation will not take place randomly or by accident; instead, it will happen as a result of our careful listening and speaking. New clients will buy products as a direct result of your deliberate, skilled use of language.

The "new" ABC's emphasize purpose and direction: the conversation moves toward the sale. Your discussion with a client works to establish the value of the product that you are representing, and your statements all build to "the close"---the moment in which the client pays the price with a credit card or check by phone.

"You Had Them at Hello"

Take a tip from "Jerry McGuire": it starts at "hello." You gain a customer's trust and build rapport in the first seven to ten seconds of a conversation. In these first ten seconds, customers will assess your trustworthiness and judge whether or not they like you. If you befriend them and earn their trust in the first moments of the conversation, the close will come easily. And, of course, don't ever forget that to be successful in the sales business you must....

"ALWAYS BE CLOSING"

It is the ABC's of sales closing!