Close the deal
yes, we all want to close the deal. Trouble is that is confusing the ends with the means.
Closing techniques does not solve the problem.
My mindset was always a desire to help the customer, serve them if you want to put it that way. I did not perceive a failure if I did not close a sale but referred the prospect to someone else who could solve another problem for them. I saw that as a win, providing service that would eventually be repaid.
And, it was. Many, many phone calls came from customers and prospects seeking advice. I was a trusted adviser. They came to me first. If I had a product that would solve the problem the sale was half made. If I didn't I gave the best advice I could. Then they called again.
Hope that helps, Greg
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