Open Accounts, Don’t Close Sales

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Here they are, in all their glory. Closing techniques.

Are you in such a rush to close deals that you can’t size up your prospects–who they are, how they think, what they want and need–and sell to those requirements, before “closing” them?

Many people think we are still in a world where you have to use tricks and subtleties to get people to buy when there’s little or no perceived need or want. But there’s a difference between closing tactics and closing skills.

Having closing skills means you know how to help people take action on what they already know and feel. It means you’ve already mutually agreed with the prospect that your solution is what they want. On the other hand, using old-school closing tactics means you feel a need to cause action on your terms, without regard for the prospect.

Wouldn’t it be better if you had an internal feeling that you were opening something new, rather than closing something after an emotional process?