If you have spent considerable amount of time in sales, you might have the idea how many steps it will take to close a sale. I have seen sales experts come up with three step sales process, some five and some seven. It is never conclusive, and the more you think about it, the more confused you become.
Why there is no simple sales closing step?
Answer: because closing is not easy.
Why is it not easy?
It is not easy because naturally, sales prospects tend to reject it.
Furthermore, the sales person was trained to look at selling situation from the wrong angle. They were taught since the dawn of time that closing is 'what you do to the prospect'.
And that is the wrong angle.
There is no scientific proof to show that sales closing is influenced by what the sales person do to the prospect, but there is strong studies to suggest that closing process in sales is the result from a self-convincing effort of the customer.
What it means is the customer comes to a conclusion to buy, in the process that takes place in his own mind.
Perhaps I put you in a selling situation, say; you are looking for a family car. You have had a certain model in mind, and you come to this particular show room of the manufacturer. A sales person approach you and start asking a few questions, trying to uncover what you are looking for.
He or she is going to suggest a few models, and naturally you are going to resist, and the argument starts.
Do you think if the sales person wins the argument, she is going to win the sale? On the contrary, if you win the argument, will you end up buying?
In both situations, the most important point of view does not belong to the seller. The customer will always have the upper hand. Once you know this, if you are selling, you have better chance of closing if you can get the prospect to your side.
Often time, logic alone would not do the trick.
