CLOSING STARTS AT THE FIRST CONTACT

The closing of any sale starts at the very beginning of the sale, at the time you first greet your prospect, or say at the times you had prearranged an appointment by phone. Your closing should start as early as this initial contact; for it is your beginning that will generally determine how your sale will end.

The point is – if the professional starts successfully, they can then be assured that as they follow the rules to as close to the letter as possible, they will be rewarded with a successful ending as well. But they must take into consideration their overall attitude towards selling, and (above all) their desire to be successful.

No professional has ever closed a sale without first believing he or she was going to close that sale – and that was usually before the presentation began. The salesperson too must believe he or she is going to be successful before they can be successful.

They must start the sale with a totally positive mental attitude, then, once he or she adopts this attitude, and then totally believes in the product, the company, and most importantly, in themselves, they become quite a force to be reckoned with.

Actually, the biggest tell-tale sign is that the professional becomes extremely enthusiastic, persistent, and a person who gets positive closing results from that prospect – and most of the other prospect’s presented to. Successful selling is definitely not for the doubters, the unprofessional, the lazy, or even the feeble minded.

Peter Collins

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