Gentle push. You’ve been probably taught this important sales technique.
If you have the advantage of company-sponsored salesmanship training, you’ve probably learned about the importance of closing.
Unfortunately, most salesmanship training program allocated 90 percent of training on product knowledge…and less than 10 percent on closing.
The know-how of closing is as important, if not more important than product knowledge. You need your product knowledge to understand its features. Your ability to translate features into benefits and creating points of agreement with your prospect make the sale.
Learn to close. Push gently.
Take charge of closing. Your prospect is indecisive. Provide a gentle push. Again and again.
Practice the gentle push..and little by little you’ll get more customers to your side.
– Jef Menguin
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