CHANGE OF ATMOSPHERE AT THE POINT OF CLOSE

Here’s a word of advice to the lesser skilled seller.  Because over the years I have noticed far too many inexperienced salespeople become visibly more excited, dominating, off-handish, arrogant or even cocky the minute they sniff out that the sale is drawing to a close.  Yes, their delight is so pronounced, I now take time out to deflate their enthusiasm rather than allowing them the privilege of knowing I was interested in what they were peddling.

As a matter of fact, I play with them for a while before I let them know that I might consider purchasing their product or service.  And when I do that, I will also let them know it will invariably be on my terms and not theirs.

Whenever I have spoken to other managers about this, or at the times I have conducted training on their premises, they tell me that invariably most of the time these managers have shared that 50% of the time, they will play games with those inexperienced salespeople too, but the other 50% of the time they will not only decline to buy, but will also terminate the presentation early.  Sadly, not long after that, the same manager will probably investigate what a competitor’s product or service may offer to his or her business as an alternative.

So I say to the inexperienced salesperson, learn the basic and work them to the letter before you become another statistic that leaves the sales industry far too early because you’ve handled things badly even though you were more than capable of selling well.  And that’s a real shame.

Peter Collins

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