I love everything about sales and the psychology of selling and I read as much as I can on the subject. I always have a sales, business or personal development book with me to learn from, to inspire me and to keep me on the sales edge. I am constantly refining the processes and strategies that I teach in my books, audios, DVDs and sales training seminars.
As you might expect I am not particularly squeamish when it comes to closing people down however over the last few nights I have been reading a book on how to close a client written in the mid-1980’s. It’s one of the funniest books I have ever read and if it was supposed to be humorous, I would pronounce it one of the funniest books that I have ever read. But as a sales training book, it is appalling and what’s more some of the tactics on how to close that are in it are based on the cheesiest of theories. Here’s one tip from the how to close book…
One of the closes describes how when the customer objects saying to the sale, saying that they need to think about it that you should hold up the book for the prospect to see and tell them that the book describes customers like them and tells you exactly how to answer their objections! It then says to continue and tell them that it outlines their personality and attitude and that you know that they don’t really have to think about it. Infact all they’re really worried about is the finances! It then says to talk to them about money!
Continue reading at http://www.soldlab.com/news/2013/02/27/how-not-to-close-a-client