Why?
That’s what the representatives are paid for - to bring in the sales.
But I am going to offer something better than whatever there is out there, something that can motivate salespeople to do more, produce more, without any feeling of resentment whatsoever, and the best part is…
… It is CONTROVERSIAL!
I can quickly become bored with mundane things, and rocking the boat help to keep me up. I make no apology for that; it’s intentional.
So what’s this controversial issue?
Before I proceed, here’s a bit of background story…
My Evolution Of Sales Closing Technique
It essentially means the same where you get your customers to purchase what you have to offer or promoting.
When I first started out, my closing method is based on ‘asking,’ meaning, I just asked for the order. If I do frequent enough, I probably close the gap for ‘asking and getting the order’ ratio and make the sale.
There’s no fixed figure for the ratio back then, so let’s assume every 1 in 10. That means, if I asked 10 times, I get one close. And my task is to close this gap and improve the ratio, which was made possible by a simple trial-and-error method…
… What do you expect?
That was in 1998.
Maybe due to my obsession to improve my ratio, I finally come up with a material, a book, which showed me how I can enhance the rate with a practical and straightforward method.
Maybe due to my obsession to improve my ratio, I finally come up with a material, a book, which showed me how I can enhance the rate with a practical and straightforward method.
It was so simple it makes me wonder why I have not thought about it earlier.
That goes double to the trainers.
So I immediately put it into practice, informally, with my own initiatives, and I got the result that it promises.
That goes double to the trainers.
So I immediately put it into practice, informally, with my own initiatives, and I got the result that it promises.
My closing ratio improves and I was pleased with the outcome while smiling all the way to the bank…
… If I laugh to the bank, I might ruffle a few feathers and others will take notice.
… If I laugh to the bank, I might ruffle a few feathers and others will take notice.
I want to avoid that.
I was selfish.
I know.
And the best part is, this method goes against whatever I have thought and read about closing techniques. It teaches me how…
And the best part is, this method goes against whatever I have thought and read about closing techniques. It teaches me how…
Not To Close A Sale!
You read that right.
It teaches me how not to close the sale but make more sales, and commission as the final outcome.
How’s that possible?
The short answer is the change in perception.
The short answer is the change in perception.
Let me explain.
Typically, when closing a sale, the reps are taught that they need to actively do something to induce it, like for instance asking for the order.
Typically, when closing a sale, the reps are taught that they need to actively do something to induce it, like for instance asking for the order.
Perhaps you can relate to this, say, something that goes: ‘Is that one lot or two lots Doc?’
Sound familiar?
But in the book, teaches salesperson that closing, actually, a passive process.
Sound familiar?
But in the book, teaches salesperson that closing, actually, a passive process.
Passive means: it is done to you.
On the other hand, the typical sale's end is active: you do something to customers.
This is obviously a change in perception, and by now, I need you to understand its power and potential.
The basis for ‘closing is passive’ is derived from scientific research, that the human brain is a self-organized mechanism.
The basis for ‘closing is passive’ is derived from scientific research, that the human brain is a self-organized mechanism.
A simple analogy to illustrate this is rainfall.
Imagine rainfall as a stimulus or info the brain receive, and when it reaches the surface, just like when rain reaches the earth's surface, it organizes itself according to available patterns, like a river, lake, or oceans…
… The same thing happens to the information.
… The same thing happens to the information.
It organized itself into an available pattern in the brain.
In psychology, this pattern is called ‘filter,’ and it comes from sources like belief, experience, and others.
You see, what happens in an active system, you are actually trying to ‘force’ a new pattern, and in reality, when that happens, you often meet with rejection.
You see, what happens in an active system, you are actually trying to ‘force’ a new pattern, and in reality, when that happens, you often meet with rejection.
Hence you got the 10 in 1 ratio.
On the other hand, in the passive system, you are not trying to force anything, in fact, you are acting as the water from the rain and fill in the pattern already exist in your prospect brain.
The result: you are comfortable doing it and customers are pleasantly favoring such an approach.
And the best part is, with this approach, when the customers decide to make decisions, they know they made it.
On the other hand, in the passive system, you are not trying to force anything, in fact, you are acting as the water from the rain and fill in the pattern already exist in your prospect brain.
The result: you are comfortable doing it and customers are pleasantly favoring such an approach.
And the best part is, with this approach, when the customers decide to make decisions, they know they made it.
Decisions come from them, and they willingly take responsibility.
No need to make an ‘if you don’t buy my kid will die’ plea here…
I can see that I have gone quite a length with this but I must because this is how I feel closing should be.
Maybe you want to answer me right now:
No need to make an ‘if you don’t buy my kid will die’ plea here…
I can see that I have gone quite a length with this but I must because this is how I feel closing should be.
Maybe you want to answer me right now:
‘How many closing techniques you remember and really practice in a selling situation?’
I’ll be surprised if I hear anything above 6 or 7.
And how many techniques you need to know with the controversial method I just shared herein?
0!
I believe there are useful things to do with your grey matter than to come up with smart closing tactics, and if closing sales training was going to adopt this approach, I believe pharmaceutical selling will become a respectable, not suspicious, career one could ever have.
I believe there are useful things to do with your grey matter than to come up with smart closing tactics, and if closing sales training was going to adopt this approach, I believe pharmaceutical selling will become a respectable, not suspicious, career one could ever have.
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