STRAIGHT UP

During public seminars or private consultations, one of the most frequent questions I hear from starting or struggling salespeople is, “when should I attempt to close a sale?”

My response has always been the same: constantly!

I know a real professional salesman who attempts to close with the first words out of his mouth. His simple and direct method is to look his prospect in the eye with a friendly smile and say, “Mr. (prospect’s name), I am calling on you today to get your order for my service, provided I can prove its value to you.”

Isn’t that brilliant? It’s not strong-arm, but it is a straight up approach that informs the buyer that he is there to earn the sale and he intends to make that sale now. And you know what? He usually gets the order right then and there.

Buyers can’t deny an honest, straight up approach based in confidence and value.

So get honest, get confident, and get the sale!