Sales Training - Closing the sale -- the definitive answers you won't like.
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- Опубліковано 10 лют 2013
- #JeffreyGitomer #SalesTraining #ClosingTheSale
The secret of selling is four words: perceived value and perceived difference. Two of the four words are the same: perceived.
If your prospective customer perceives no difference between you and the competition, and perceives no value (better stated, a greater value) in what you're offering, then all that's left is price -- and you will most likely lose the sale. Or if you win the sale, it will be at the expense of your profit.
There are two intangibles that, when combined, create a better chance, a better percentage, of you completing the sale. They are "comfort" and "fit." How comfortable were you with the prospective customer? How comfortable was the prospective customer with you? And was there a perceived fit? Did what you were selling fit with what the customer needed or wanted to buy?
So I'm going back to my original statement: It's not the close, it's the open.
Let me give you a pop quiz that will determine whether or not you were even ready to open. Stay tuned!
Jeffrey Gitomer | Gitomer | Buy Gitomer | Customer Service | Customer Service Training | Customer Retention | Customer Retention Training | Customer Loyalty | Customer Loyalty Training | Best Customer Service Trainer | Top Customer Service Trainer | Customer Service Expert | Customer Service Team Training | Customer Service Management Training | Customer Service Training Online |Online Customer Service Training | Customer Service Class | Customer Service Training Videos | Videos on Better Customer Service | Customer Service Training Expert | Expert Customer Service Training | Improve Customer Service Team | Customer Service Training Program
"It is not the responsibility of the sales person to close the sale, it is the responsibility of the sales person to EARN the sale." One of the most genuine things I have ever heard especially in regards to sales
Real world discussions. Love it!
Who the help dislike this most amazing revelation to sales? Madness! Jeff, awesome stuff mate, implementing this in all that I do!
I feel less dumb. You should be teaching my company how to sell.
I think this is one the best BuyGitomer UA-cam videos to date.
Some will. Some won't. So what? The thing is some will. Some will apply what you teach Jeffrey. Some won't apply what you teach. So what? At least I do ... and here's the thing. IT WORKS!
However I must add what you taught in another video. The more the more rule. The more you do the more you get done, the more people get more. Perceived value and perceived difference.
To the reader of this comment. Enjoy your day. Chris
Ahh SW3 we use that in our office all the time! I love that this guy also writes everything on the description that way I don't have to be pausing the video
Best looking salesperson ever on the UA-cam
"Closing the sales is not an action. It's a culmination or sum total of the elements that make a favorable decision possible."
is exactly what I would say if I didn't know the answer.
Sales Apprentice Wrong. I do timeshare resale pulling thousands over the phone. when you Close a deal it's HARD work. It is a action!
Jeffery, I've enjoyed your videos.
[A];ways
[B]e
[C]losing
That's against the Law Of The World. One cannot close it always.
It's the 'open' where the secret lies. I concur in that statement! Cheers,
ABC means to "Always be closing" in that sense, yes. But it also mean "Always attempt the close." A lot of new sales people dont even make an effort to ask if the person wants the sale.
Eric I was here and watched the video, cool beans....
Fantastic!!
great one! many thanks Jeffrey!
Yes Yes Yes . I am going to have my sales people watch your videos .
awesome, thanks Jeff.
This is fantastic, thank you!
Fantastic! That's all I needed to hear for our Special Event Day in our store! Thank you!
Bravo !!
Damn nice way with words towards the end there
thank u sir I appreciate u r effort .. it so helpful .. God bless u
I believe that many people in sales today are STILL wolf of wall-street wannabees. Like or hate this guy, you have to admit he is different and presents a completely different view on sales. Look at the views, subscribers, and likes. He sold that many people, so something has to be working.
Superb timing...I have a team that absolutely need to hear this. Your work is gold Jeffrey. Thanks.
P.S. Still happy with Earth as your first choice ?
Adam, Hobart, Australia
Looking for your video on the 'Why' ...Jeffrey and staff could you direct me please? have read and inhaled Gitomer training for years!
So it's "Always earning".
1:24 Perceived _value_ and perceived _difference._ This is the secret of selling.
3:20 Your reasons for selling pale in comparison to their reasons for buying.
5:21 Either you sell the prospect on yes, or they sell you on no.
5:27 The secret is - a prepared, friendly, engaging, different, valuable, compelling, believable, self confident, relatable, trustworthy salesperson, and you’ll get a sale every time. Don’t close the sale, rather, complete the sales process and _begin_ the relationship. It’s not the responsibility of the salesperson to close the sale, it’s the responsibility of the salesperson to EARN the sale.
This is the epitome of sales talk sales fluff
Argh Har, Mon Capitaine! That sale You just made? It's taxed. That's why We have commissions, eh.
Hello Mr.king of the sales. You do not talk to a person sir, you talk to all 100 trillion cells of a person and my body is showered with you genuine worm hearted word with total values. wow is the word, never ever have heard anyone as goos as you and thank you for unconditional knowledge you are sharing. May you and your family and circle around you be happy in every moment. Thank you with you deep knowledge to wake me up to new perspective on sales, No action is completed without sales and you make it possible for all specially for a beginner like me. Thank you sir. If I could do anything for you, I am at your service at www.nlpsuccesscoaches.com . we do coaching, and Hypnotherapy for healing, specially for chronic pain and vision improvement. I am all at your service.
@LaneeceLP watch this one 🙂
Who is Alex Baldwin? You mean Alec?
Who is *ALEX* Baldwin??? Alec's evil twin?
Dude, it's Alec's Bald Win. He don't lose
There is no best way to close the sale. There is a better way to think of closing the sale.
THE OPEN IS THE WAY.
From the second you begin interacting with the customer you are creating an impression. The first sale that is made is the perception of the salesperson.
Customers must perceive a difference between you and the competition.
Two facets of customer perception lead to a better chance of getting the sale:
1. Comfort - How comfortable were you and the customer with each other?
2. Fit - Did what you were selling fit with what the customer needed to or wanted to buy?
How is your attitude? do you have a yes attitude?
How strong is your belief system? Do you have an impenetrable belief system in your company, your products, your process/service, and yourself? Do you believe that the customer is better off doing business with you than someone else?
How much have you researched about the person or company that you are meeting with?
Prep for sale is broken down into three parts:
1. Personal preparation
2. Sales preparation
3. Preparation in terms of the prospect - do you know their motives, reasons for buying
Their motives for buying are much more important than your reasons for selling to them.
Rather than a closing question, think of some tough questions throughout your presentation:
If it doesn't start well, then it won't end well. How ready were you? How friendly were you? How engaging were you? Different? Valuable? Compelling? Believable? Credible? Self-confident? Relatable? Trustworthy? All in their perception of course.
It is not the responsibility of the salesperson to close the sale, it is the responsibility of the salesperson to EARN the sale.