Closing the ‘sale’ in life isn’t something you do, it’s something you either are or you aren’t at the level of instinct. You are born with the instinct to close the sale (we all know that every little kid’s a closer!) but then by the time we enter our teenage years 80% of us in the UK (maybe only 50% in the US) buy into a ‘safer’ way of getting what we want in life.
The child uses the direct and honest approach, incorporating awesome advanced professional ‘inborn’ sales technique :-
Daddy please can I have an ice cream?
Because you’re having your dinner soon and you won’t eat it if you have an ice cream now!
If I promise to eat all my dinner can I have an ice cream?
I’ve just told you!
Can I just have a little one then?
I promise if you get me just a little one daddy I’ll eat all my dinner, oh please?
Ok, but just a little one, and don’t tell your mother!
Daddy gives his child an ice cream!
Directly asking for what they want, the child closes and gets a straight refusal., but instantly fires back a question to flush out the objection behind the ‘No’. They instantly get the objection and they don’t disagree with it because it makes sense, so they close again, this time using the word ‘if’ followed by an assurance. They get another ‘No’ and again they question it directly and get the same objection. They then close again but this time asking for a smaller order. They get another ‘No’ but this time they close again with an extra built in guarantee of reliability, the buyer hasn’t got a sufficient reason to deny the request for a smaller order and stays silent. The kid knows never to break a silence. The buyer caves in and says yes an the deal is closed!
Sometime later in their formative years, they learn from adults that there is another way to get what you want in life. They watch their parents, siblings, extended family, favourite TV & Movie characters Plus Now they observe social media behaviour do they conclude that you can get what you want by…
- Using guilt as a motivator
- Passive aggression
- Crying and playing the victim
- downright dishonesty
- hinting repeatedly with a puppy dog face
We could continue the list ad infinitum. The fact is that the child observes a new phenomenon in all of these scenarios;
When they watch all these upstanding adults using these less direct and straightforward methods they notice that in every case they never encounter the word ‘No’.
They understand that by initiating a ‘game’ it’s possible to ‘dance around’ any subject by ‘testing the water’ undetected. They learn that if the ‘Mark’ is weak, the gamer can squeeze until they get what they want, without ever directly asking for it.
This game requires lots of patience but is better than getting a ‘No’ which means the game is over. Equally, they learn that when the ‘Mark’ is smart and plays a good ‘card’ then they just need to review their strategy and plan their next move.
This Tactical indirect ‘safety dance’ pervades every area of life; dating, job interviews, social events and the list goes on! The word ‘No’ slowly becomes the ‘enemy’ and is to be avoided at all costs. This insidious paradigm finds it way into the workplace and you know this because you hear it every day!
When you hear ‘it‘ you just know. Whoever says ‘it‘ is under hypnosis that they are actually telling the truth!
“I don’t think I could be in sales, I’m basically too honest”
(meaning that I’d prefer the socially polite lying game to being straight & honest!)
“I don’t want to sound salesy”
(meaning I’d rather take the easy option and beat around the bush than just take responsibility!)
“Isn’t that pressure selling”
(meaning an endless game of ‘chase chess’ is preferable to the actual truth!)
The truth about closing!
Are you sure you can handle the real truth about closing?
Yes, please, tell me!
OK Here it is…
80% of ‘Sales people’ (the mediocre) would prefer to lie to themselves, their clients, their boss and their family than risk being told ‘No’ whilst 20% of ‘Sales people’ (the Winners) can take a ‘no’ as gracefully as a ‘yes’ but never forget that they cannot afford the luxury of a ‘maybe’
Just Like they did as a kid! Have you got the balls to be as honest as a 4 year old? To take responsibility for asking for and negotiating what you want? It’s this simple. If you have got the balls, then you’ll be in the 20% and always be a winner!
If not, enjoy your mediocrity, but don’t ever have the audacity to criticise true sales people merely out of poorly disguised envy dressed up as ‘ethic’ !
Nothing happens anywhere until a sale is made, and true salespeople bring in all the money that everyboy else eventually lives off!
Always Be Closing, because It’s one of your natural inborn instincts!
If your fearful ego has been running your life and assassinating your sales, get Expert Help Now, whilst there’s still time!