Closing Techniques

One of the most important things I do is trying to continually develop my skills so I can better serve you where you want to learn. Today, I was searching around online for ways to better sell. I have dealt with and know a lot of people who are or have been in sales so I understand there is a vast array of techniques to be learned from those who have been successful.

I came across a sales document I purchased by providing my email address. It has 23 closing techniques for sales people. Hoping to learn a few new methods, I downloaded it. I quickly realized these were not the closing techniques I wanted to learn. Two of these particular techniques caught my attention specifically as they encourage deceiving your customer into buying from you.

 

“There’s only one left, and I reserved it specifically for you.”

(while filling out an order form) “I have terrible memory so I’m going to go ahead and write this down…”

 

Some People Will Say Anythingsell

As the two statements above prove, some people will say anything to persuade you to buy from them. While I understand you want your customer to feel important, why would you feel obligated to destroy your integrity by flat-out lying to them?

In the first example: “There’s only one left, and I reserved it specifically for you.” This very well could be possibly the case, but how likely are you so low on a product you only have one left? Or, did you really reserve it specifically for that person or whoever was the next buyer to come along? I know you very well could have put off an item to the side and held it for a customer who told you they were coming in to buy it. It is possible. It’s unlikely you’ll need to make this statement as a closing technique though. If you’re holding it, you already know they’re coming in to buy it so why close with this line?

In the second example: “I have terrible memory so I’m going to go ahead and write this down…” You might have a terrible memory, and writing the customer’s information down on an order form isn’t always a bad idea. I’ve personally never experienced a salesman with a terrible memory who didn’t have a notebook ready to write things down though. I highly encourage the assumption of the sale, but why make up a story that your memory is the reason for writing it down on an order form? I can’t even think of a reason why you would have to tell the client you have a terrible memory. They’ll respect you a lot more if you just say you don’t want to forget and write your notes for later.

Some people will say anything to sell their product, and that’s scary.

 

sellSell With Integrity

This is a fairly simple idea I think we’ve gotten away from. Stop trying to trick people into buying your product. If it’s not for them, it’s not for them. (HINT: It’s not for EVERYONE)

By being open and honest with people, we might slowly get away from the stigma of slimy sales guys just looking to make money. I personally don’t want to be viewed that way, and it causes me to be hesitant to even sell sometimes. I want to help people, and I want to help you. If you don’t think you need my services, I still want to be friends.

If you’re a professional salesman, I beg of you please stop lying to (or trying to trick) your customers. Don’t use tricks and gimmicks to get them to buy from you. Yes you want to show them the value in your product. You can even learn why it may not be of good value when they say no. You’ll never learn how to sell with integrity if you aren’t open and honest about your product. How does it help other people? Do they really need the brand new truck with all the options? Is the house in worse shape than you told them it was in? Do you really hold the last magic pill to cure-all of their problems?

Sell with integrity not with tricks and lies.

How Do You Sell?

In my efforts to continually improve, I have to learn how to discern what’s good material and what’s not. If you are currently selling any kind of product, I’d love to hear more from you. How do you sell? What are some ways you’ve found to be able to sell without compromising your integrity?

I am very eager to learn about you and your products. Please feel free to share this post to your friends and family if you have people in sales. Get them to join in the conversation so I can learn from all of you.

Parker Waldrop

Parker Waldrop has taken every opportunity in his career to train & develop others. With over 15 years of training & development experience, he has trained hundreds of employees, leaders, and students in a variety of areas of expertise. With a heart to please God, Parker has found his calling of helping develop others and help them follow their passion.

This Post Has 2 Comments

  1. We spoke with a the owner of an eyeglass place yesterday. He said one technique salespeople use is to give a high price for glasses. If the customer doesn’t balk, good. But if they do, the salesperson can take off a few additions, check with boss (ha), suddenly remember they’re having a sale, etc, etc. It reminded me of car salespeople.

  2. That is a terrible technique. The last couple of times we have bought a car and the salesman said he needed to speak with his manager, we told him that’s fine but he can do it in front of us or we can speak directly to the sales manager ourselves. One time the manager came over and spoke with us and the salesman, and one time he walked us into the sales manager’s office and we dealt with the manager directly. Cut the tricks and get to the point, we don’t have time for games. 🙂

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