“Closing” a Sale

  • Closing” a Sale: What’s In A Word       By Gene Griessman 

A salesman recently told me that he doesn’t like the expression “closing” a sale. Said it sounds like manipulation. Said a close is something you do to someone. Said he does consultative selling.  Said he doesn’t close a sale. He begins a relationship.

I did direct selling in order to earn money for college. My sales manager used the word “close” without hesitation to describe what he expected me to do. He even had a close that had been written by a superstar that I could memorize, which I did.

Using that “close” I made quite a bit of money selling a product (high-end cookware) that customers loved.

I still use questions to guide the conversation to a decision-making moment, which I have no problem calling a “close.”  Here’s one of those questions: “If we can agree on a fee and a date, could you make a decision now?”

Is this whole discussion about the word “close” just much ado about semantics? Let’s see.

My salesman friend is right about one thing. A close is something you do to the other person. You guide that person to a decision. You persuade that person to act. You bring the selling part of the transaction to an end. What you’re seeking is closure. So I don’t have a problem with the word.

But I do agree that a “close” can also be the start of something…a pleasant and mutually beneficial relationship.

THE Lincoln Quotation Book

Don’t get embarrassed using a spurious Lincoln quote. Every quotation in this book is authentic. 

The Words Lincoln Lived By

“This is a book to cherish and share.”—Bill Marriott, CEO, Marriott International, Inc.

“Not only does Griessman give us Lincoln quotes, but he also weaves each one into a little jewel of an essay on that particular subject.” Wayne C. Temple, renowned Lincoln scholar, Illinois State Archives

A stirring, inspirational treasury of quotations from our greatest and most admired president, the book offers rich material for interpretation, reflection, and spiritual guidance.

You will also enjoy Lincoln Speaks To Leaders by Gene Griessman and Pat Williams.

Don’t leave yet. You’re in a goldmine. Check out the great power phrases and unusual quotations. You’re already here. Why rush off?

 

This entry was posted in Business Advice, Negotiation/How To Negotiate, Sales and tagged , , , , , , , , . Bookmark the permalink.

Leave a Reply

Your email address will not be published. Required fields are marked *