[E96] Closing Week: Do you really need a ‘Closing’ strategy?

[E96] Closing Week: Do you really need a ‘Closing’ strategy?

[E96] Closing Week: Do you really need a ‘Closing’ strategy?

 
 
00:00 / 00:08:27
 
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Week 20 and it’s finally time to talk about Sales ‘Closing’ strategies.

But before I share my closing advice, I must first address my feelings and experiences around what most salespeople are taught about how to close deals.

That final part of the sales process is where the money is made. But is slick, salesy, persuading (and verging on manipulative) closing lines the best way to go?


Episode 96 – Transcript

Hey there, welcome to the sales experience podcast. So glad that you’re here. My name again is Jason Cutter. This is episode 96 – this is week 20 of the show and I am going to talk about closing topics. So this is one thing that I’ve been requested a bunch. Well I’m putting these shows together as I’m heading towards a hundred episodes people have asked, and in my regular consulting world where I’m dealing with sales reps, everyone’s asking about closing strategies, closing techniques. There’s literally maybe thousands of books out there. I know there’s tons of podcasts, audio websites, YouTube videos, everything focused on how to get you to close.

What kind of closing lines should you use? I mean, I have a book on my shelf from researching for some project that I’m working on that has, it’s like 300 and something closing techniques for timeshare, which they don’t call it time shooting, where they call it vacation ownership.

It’s literally hundreds of pages of closing techniques, closing lines, strategies, persuasion slash maybe manipulation and things to do for that. Yeah. This week is all about closing topics. For this episode, what I wanted to cover was what is it that you need to do and do you really need a closing strategy? Is that something that’s important to you? Do you need one? And here’s my stance on it.

And sometimes this can be controversial with salespeople, especially hardcore old school salespeople and sales managers who want to have all these closing techniques and strategies and lines they use and things. They come at people, you know, if I can help you find a way to do this, is this something you’re going to buy today? You know, those kinds of lines I think are important and you can work into the conversation, but they shouldn’t be the main focus.

Like that’s the kind of stuff that it could work, but there’s a large percentage of the population it won’t work on and they’ll feel like they’re being sold to instead of being allowed to buy. And that’s the whole point of what I wanted to cover today. Is that right? If it’s done right when you approach sales correctly and you’re building the value, doing everything.

Like if you were to listen to the previous 95 episodes and where I’ve been going on this journey with the show and talking about sales and the sales experience, if you’re building that sales experience correctly from rapport all the way through this point, right where you need the clothes, air quotes, if you could see me clothes and you need a strategy for that, right? If you’ve done everything right to that point in the conversation, there is no clothes, there is no need to really ask for the business.

They should be asking you to purchase. They should be asking, how do I buy this? This sounds great. What you’ve presented to me solves the problem that I have that I either no, that I had when I came to you or you came to meet or it solves a problem I didn’t know I have. But thanks to your questions, thanks to your discovery in your poking and prodding and trying to dig deep. You uncovered this problem I didn’t know I have and here we are and I’d you to solve it, or your product or service is helping me achieve a goal that I’ve got that I had that I knew about or maybe I didn’t even know about.

And here we are. And so when done right, when your sales presentation, when your conversations are done correctly, whether it’s a one call close or a three months sales cycle, doesn’t matter when it’s done right, they should be coming to you asking to buy more than you’re needing to do closing techniques.

Now for the rest of the episodes this week, I have it planned out. I know I’m going to talk about, I’m talking about different closes, which might seem counter intuitive to what I just said, hypocritical to the point I’m making, which is you don’t need a closing strategy. However, there are some things that you could do and should do in order to get to where you want to go more effectively in sales. So make sure to check out those episodes throughout this week.

But in general, my main philosophy is if you’re having to twist arms, if you’re having to manipulate, if you’re having to use hardcore closing tactics, then what you’re going to produce is a sale that’s questionable, in my opinion, a sale that’s built on sandy ground, right on shaky foundation that could end up in a cancellation, a complaint, an issue after the fact. It’ll probably result in some buyer’s remorse.

Will they wake up at two in the morning and regret or worry about what they bought from you because you pushed them too hard with your closing strategies? Ideally, you want somebody who sees the value in what you’re offering, thanks to your professionalism and yes, your techniques throughout the whole process are, I’m not saying you shouldn’t have any techniques and you shouldn’t be trying to move towards the sale. I’m just saying that be careful with needing or requiring sales closes.

If you’re listening to this and you’re new to sales, a lot of times new salespeople are so worried about what they’re going to say, how they’re going to close, what techniques should I use? How do I do this? How do I do that? What do I say? How do I push them into this? Focus on the fundamentals. Focus on everything from rapport and empathy, trust, hope, urgency, all of those things I covered early on in the show.

Focused on your personality and the other person’s personality and their behavior types and how do you give them what they need when you meet them, where they’re at, instead of trying to pull somebody to where you’re at, you go to where they’re at and meet their needs, solve their problems, help them get to a goal that they have. When you do that, your prospects, we’ll be wanting what you have, asking you for it, and then also thanking you.

You know you’ve done the sales process, right, and I know I’ve covered this in the past. You know you’ve done it right. When your prospects turn into customers and they’re thanking you for what you did right, they’re thanking you for giving them the opportunity to buy in the way that they wanted to buy. When you do that correctly, it’s generally not with hardcore sales techniques.

It’s not with hardcore closes. It’s not with pushing somebody into it. It’s giving them the space. You too. Bye and that’s super important. You want to make sure you focus on that, and again, I’m going to say it because I’m sure I’m going to get some comments or some feedback and people complaining, especially hardcore salespeople, there are closes that have a time and a place and that are effective and it’s good for probing test closes.

Like I said, if I can help you with this, is this something you’d like to do today? You know, those kinds of test closes are important but not always necessary and shouldn’t be the foundation of what you’re doing at the abandoning everything else in an actual conversation that could lead to the sale where they’re excited to buy. I know this might not have been the episode you thought you were going to get regarding closing and strategies, but I think there’s an important to set this foundation, especially on top of everything else I’ve been covering for 90 something episodes is that it’s all about the sales experience in the sales process and when done right, it’s so smooth and effortless.

I just want to make that point known because this comes up so much and that’s it for this episode. Thank you so much for listening. I appreciate everyone who has gone through this journey. Make sure to subscribe to the show, iTunes, Stitcher, Spotify. It’s also on Soundcloud, Google play music, CutterConsultingGroup.com website. You can go on there, you can find me on LinkedIn. If you’re in sales, sales management, anything like that, please send me a message. Find me on LinkedIn or the CutterConsultingGroup.com website. Hit me up and I’d love to talk sales. I enjoy talking about sales, sales strategies, anything I can do to help. Let’s jump on a call. Let’s talk, not for me to try to sell you anything, but just see how I can help give you some value, help you or your team out with sales. And that’s it.

And again, always remember that everything in life is sales, right? And people remember the experience you gave them.

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  260. Dejando a un lado estas consideraciones, la mayoría de los Servicios Técnicos declarados como no Oficiales son auténticos chapuzas , en el mejor de los casos, unos piratas, y eso precisamente es lo que hace pensar a la mayoría de las personas que los que no somos piratas, pero tampoco servicios técnicos oficiales estemos bajo sospecha y, claro está, nadie nos cree digamos lo que digamos y contemos lo que contemos.

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  279. LLamé a Domestic y la recogida fue inmediata pero la reparación fué rápida pero poco eficaz, arreglaron la pantalla, volvió sucia y llena de pegamento pero el teléfono fallaba mucho. Te escuchan con prepotencia y considero que existe una falta de coordinación importante entre Aseguradora, servicio técnico y transportistas. Y si a mi me gusta guardar las cosas en mal estado y siendo ese mi artículo, en este caso siendo ese tu móvil, no entiendo porque se niegan a devolvértelo. El tecnico verifico la nevera, y dijo que la reparacion era muy costosa, y no valia la pena. Pues la verdad que nevera con zona 0 no creo que encuentre tu casera, como mucho de nevera y congelador.

  280. A) Disponer de la documentación que identifique al prestador, que en el caso de persona jurídica, deberá estar constituida legalmente e incluir en su objeto social las actividades de montaje y reparación de instalaciones térmicas en edificios y/ de mantenimiento y reparación de instalaciones térmicas en edificios. A) AE 1 (bajo nivel de contaminación): aire que procede de los locales en los que las emisiones más importantes de contaminantes proceden de los materiales de construcción y decoración, además de las personas.

  281. Un efectivo de $ 300 millones por carcachas tipo de programa federal para impulsar las ventas de energía, electrodomésticos eficientes que proporcionan una luz de esperanza a los fabricantes de lavadoras y lavavajillas para seguir en la lucha, pero probablemente no sea suficiente para salvar a las empresas como Whirlpool y Electrolux de los peores altibajos del ciclo en la historia del sector.

  282. En todas las reparaciones que realizamos emitimos factura, es la mejor garantía de un trabajo hecho por un servicio técnico de reparación serio y profesional. El consumidor perderá todos los derechos de la presente garantía en caso de no denunciar al distribuidor el defecto de conformidad dentro del plazo de dos meses de la fecha en la que se descubrió el defecto mismo. Marque el número 100 150 – 943 4 150 para que le conecten directamente con su Servicio Oficial Candy.

  283. Fue fundada por Robert Bosch, uno de los pioneros del desarrollo industrial y su finalidad es orientar la técnica de los productos a las necesidades habituales de las personas. La atención y Servicio que le prestamos a nuestros clientes siempre va enfocada de la manera mas clara y concisa, desde su primera llamada podrá saber nuestras tarifas y el precio aproximado de su reparación. Servicio Técnico de Reparación de Electrodomésticos Reparantia le garantiza que no tendrá sorpresas en su factura, trabajamos con presupuestos cerrados y sin ningún tipo de coste adicional por desplazamiento.

  284. Realizamos la reparación de su Lavadoras utilizando siempre repuestos originales Siemens, porque la calidad no debe verse alterada. Servicio Tecnico Siemens no tenemos fórmulas mágicas, ni pretendemos hacerle creer que las tenemos, nuestro único valor es la profesionalidad, los resultados, la confianza de nuestros clientes, la calidad de nuestros trabajos y unas tarifas económicas. Disponemos de una amplia plantilla de técnicos cualificados listos para ir a reparar Hornos en cualquier punto de Segovia. Con todo esto garantizamos máxima satisfacción y éxito en la reparación al mejor precio.

  285. Contamos con un departamento de servicios técnicos especializados en electrodomésticos industriales de hostelería, sabemos la importancia de que un negocio industria no se puede parar, sobre todo cuando está en plena actividad, es por eso que contamos con servicios de intervención rápida, con un amplio horario todo con teléfono de urgencia disponible 24 horas.

  286. Contamos con un equipo cualificado y profesionalmente equipado con todos los dispositivos requeridos para la reparación y el mantenimiento de su nevera, lavadora, Secadora, Calentadores, Lavavajillas, Termos en Tenerife. Reparamos a domicilio y brindamos servicio tecnico lavadoras neveras calentadores, para todas las marcas y modelos de; Neveras , Lavadoras, Calentadores, Lavavajillas, Secadoras y Termos en Tenerife. Somos un equipo de técnicos cualificados y entregados al Servicio Técnico y Reparación de Electrodomésticos a domicilio en tenerife.

  287. Este epígrafe comprende la producción de retratos fotográficos, la producción de fotografías comerciales, los servicios de fotografía técnica, los servicios de revelado, impresión y ampliación de fotografías, así como los servicios combinados de vídeo y fotografía. Epígrafe 982.4.- Otras atracciones, comercio al por menor y servicios de restauración propios de ferias y verbenas, fuera de establecimiento permanente. Servicio técnico de calderas de todas las marcas y modelos, trabaja en toda la comunidad de Madrid.

  288. Podrás cambiar tu moneda a Euros al cambio del día dentro del departamento de Servicio al Cliente ubicado en nuestros centros. Cuenta con la atención personalizada de nuestros profesionales y con un servicio de encargos, pedidos, cortes y preparaciones especiales. Retiraremos tus muebles, colchones y electrodomésticos viejos, previo aviso, sustituyéndolos por los nuevos.

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  290. No se si usa Unidad de Procesamiento de Datos (computadora), pero en todo caso la velocidad ralentí de 850 RPM debe elevarse al conectar el AC en unos 50 RPM, para compensar la carga del compresor, al motor de gasolina. Independientemente de que ponga el aire acondicionado no, la ventilación normal no tiene caudal. Tengo un Kia Ceed del 2008, y a finales del verano pasado me falló el aire acondicionado. Trabajamos reparando todas las marcas del mercado: Balay, Bosch, Samsung, Ariston, Amana, Indesit, Siemens, Miele, Otsein, Corberó, Candy, Cointra, New Pol, General Electric ,Aeg, Lg, Aspes, Whirlpool, Fagor, Teka, etc sin ser sat oficial realizamos reparaciones de confianza entregando siempre Garantía en la reparación realizada.

  291. En el stand se colocaron electrodomésticos de nuestras factorías españolas, encimeras de gas de la fábrica cántabra, hornos pirolíticos de máxima eficiencia de la fábrica de Zaragoza y un frigorífico NoFrost de bajo consumo con puerta en acabado cristal de Esquíroz-Pamplona. Siemens valora la importancia de una buena reparación y, conociendo los inconvenientes que una avería del electrodoméstico ocasiona en la vida cotidiana del usuario, valora también la importancia de hacerlo con rapidez. El Centro de Atención al Usuario Siemens funciona las 24 horas del día, los 7 días de la semana.

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  293. Si por el contrario lo que usted necesita es instalar, cambiar hacer una reparacion calentador Junkers en Legazpi , pongase en contacto con nosotros y uno de nuestros tecnicos le aconsejara

  294. Atención en Puerto del Rosario – Corralejo – Las Salinas – Pájara – La Antigua – El Cotillo – Costa Calma – Morrojable – Tuineje – La Pared… se cubre toda la isla de Fuerteventura. Además destacamos sobre el resto, ya que cobramos un precio bajo y fijo por la revisión y el diagnóstico de la avería de su Frigorífico Fagor. Nuestro técnico le explicará los motivos por los cuales su frigorífico se ha estropeado, y tras realizar la reparación del frigorífico le dará los consejos precisos para que realice los cuidados precisos para alargar la vida útil del frigorífico.

  295. Cuando el sujeto pasivo elabore individual y aisladamente el vino con uva de su propia cosecha, la cuota será el 25 de la señalada en este epígrafe. Nota: Este epígrafe comprende la preparación (gasificación, etc.) y envasado de aguas minerales naturales en las fuentes manantiales. Se incluye en este epígrafe la fabricación de productos en polvo, jarabes y concentrados y bases para la fabricación de estas bebidas. Epígrafe 429.2.- Primera transformación del tabaco sin elaboración de cigarros, cigarrillos, picadura, etc.

  296. Al quejarme de la falta de asistencia, una mujer con una soberbia irritante me dijo que podia haber pedido un tecnico por 38 euros. Yo he solicitado la devolucion del producto, y me dicen que no. He solicitado un tecnico y me dicen que hoy no se puede. La marca envia al SAT (Servicio técnico) y reparan… pero vaya reparación!!!!!, corta y pega con celo el circuito eléctrico.

  297. Además ofrecemos el servicio técnico especializado en las siguientes marcas: Fagor, Lynx, Edesa, Aspes, Balay, Indesit, Teka, Westinghouse, Bosch, Otsein, Ariston, Junkers, Liebher, Cointra, Whirlpool, Candy, Super-Ser, Crolls, New Pol, Zanussi, AEG, Electrolux, Corberó, Ignis, Siemens, Beko. La experiencia y calidad de gestión de servicio le garantiza un trato profesional y amable, avalado por la consideración de clientes, fabricantes y autoridades en materia de consumo. Para mayor comodidad, en Balay también ofrecemos la posibilidad de solicitar cita de reparación a través de Internet.

  298. Saludos, me podrian indicar cuales son las mejores tiendas para comprar articulos del hogar a buen precio. Para neveras cocinas y lavadoras en la entrada mundo daka alli creo que seria lo mas comodo para comprar. No se si los árticulos que venden en Punto Fijo son mejores peores que en el resto del país y en cuanto a los precios mucho menos. Monica Collantes D., en el Banco Occidental de Descuento BOD, BANESCO Cuenta de Ahorro No. 0134-001 -47-01 2227292 a Nombre de José Rodriguez y confirmar el deposito Transferencia a traves de los numeros 0414- 17 92 al 0414- 045300. A su vez confirmar los datos correctos para la realización de su certificado de asistencia.

  299. El fruto de 35 años de experiencia en el sector de la calefacción,climatización, y saneamiento avala a esta empresa en Segovia, que al mismo tiempo se mantiene al tanto de las últimas novedades y técnicas pioneras como la telegestión la geotermia. REPARACIÓN MANTENIMIENTO E INSTALACIÓN de calderas de gasoil y gas, acumuladores de agua y termos, descalificadores y osmosis para el tratamiento de agua contra la cal y instalaciones de placas solares para acumulaciones de agua climatizaciones de piscinas. Somos Frío Jerez, S.L., una empresa especializada en la venta de aire acondicionado. Desde el inicio de labores, en el año 1985, nuestro esfuerzo se ha basado en mejorar los servicios que ofrecemos, con calidad y eficiencia.

  300. Una vez que el técnico de reparacion de lavadoras urgente de Torrejón de Ardoz, llega al domicilio del cliente, lo primero que hace es localizar el tipo de problema que tiene la lavadora, una vez localizada la avería se le da al cliente el presupuesto de la reparacion. Una vez que el técnico de reparacion de lavadoras urgente de Alcorcon, llega al domicilio del cliente, lo primero que hace es localizar el tipo de problema que tiene la lavadora, una vez localizada la avería se le da al cliente el presupuesto de la reparacion.

  301. En respuesta, el fabricante ofrece concertar la reparación del lavavajillas en el domicilio de manera gratuita con el servicio técnico oficial de la zona y si se quiere cambiar por otro nuevo, ofrecen una opción de reembolso de parte del precio de la compra del electrodoméstico, que incluye a todas las marcas afectadas. Vaya por dios que mala suerte, pues nada cojo el teléfono y llamo al fnac donde me pasan con servicio postventa y me atiende una chica. Me suelta que pueden tardar dos semanas y en el caso de que no me entre en garantía me llamarían para hacerme un presupuesto y ver si me interesa pagarlo no. En este momento se me pasa de todo por la cabeza, nada bueno en referencia al Fnac.

  302. Es un libro muy práctico, técnico y fundamental para instaladores, empresas de fontanería y saneamientos, proyectistas, constructores, arquitectos, ingenieros, técnicos y estudiantes, ya que explica el diseño, proyecto, cálculo y realización de las instalaciones de fontanería y saneamiento, con una gran cantidad de ejemplos prácticos resueltos. Si nos limitásemos al estudio de los aspectos puramente aplicados perderíamos fácilmente la perspectiva general que todo técnico ingeniero ha de poseer porque, aunque sea cierto en lo particular, se ha de tener un buen criterio general en los temas relacionados con los mismos. Precio: 7 EUROS (Incluido IVA y gastos de envío por correo y reembolso en España) (9 dólares USA).

  303. La etiqueta energética lleva informando a los consumidores de electrodomésticos desde el 1995, actualmente, desde el 2011, el etiquetado energético es totalmente obligatorio para todos los países de Europa con los siguientes electrodomésticos: lavadoras, lavavajillas, frigoríficos, congeladores, secadoras, lavadoras – secadoras, hornos eléctricos y fuentes de luz domésticas.

  304. Nuestros servicios en los ámbitos de la gestión de contactos, líneas directas, asistencia técnica, campañas de venta y medios de comunicación social pueden aumentar el nivel de servicio que ofrece y reforzar sus relaciones con los clientes. Ofrecemos una amplia gama de servicios que le permiten centrar su atención en su negocio principal, entre los que se incluyen soporte a ventas y marketing, nóminas, organización de seminarios, asistencia al departamento de personal, servicios de trustcenter e eFile. Nuestras soluciones para la industria de las TI y las comunicaciones incluyen servicios de asistencia técnica y medios de comunicación social, así como líneas directas de información y gestión de comentarios y reclamaciones.

  305. Si su frigorífico Fagor no enfría, pierde gas, hace ruido , pierde agua, se ha deteriorado alguna pieza, como puedan ser,que las gomas se hayan deteriorado , las puertas que cierran mal que la luz no se encienda al abrir su frigoríficos, nosotros se lo solucionamos en la mayor brevedad posible. Nuestro Servicio Técnico de Reparacion Fagor tiene la profesionalidad para realizar la reparaciones de cualquier avería que pudiera tener su frigorifico FAGOR de condesación no frost, ya sea dentro de barcelona y provincia. Le garantizamos un trato serio y profesional con un coste minimo para sus reparaciones de su friigorifico FAGOR.

  306. Nuestros empleados plenamente formados saben exactamente cómo obtener el mejor rendimiento de nuestra extensa gama de tornos y centros de mecanizado CNC, garantizando que podamos ofrecer una amplia variedad de productos y servicios. El objetivo principal era proporcionar al programador los medios mediante los cuales se pudiesen comunicar las instrucciones de mecanizado a las máquinas-herramienta de una forma mucho más fácil. El fresado con control numérico computarizado (CNC), nos permite aumentar la gama de mecanizados que ofrece nuestra empresa.

  307. Siempre con el objetivo que nuestros clientes optimicen al máximo sus unidades productivas con la inversión más ajustada posible, Tornimatic trabaja desde hace más de 35 años para aportar valor y calidad en un sector clave dentro de la industria de nuestro país.

  308. Información Empresas: Mecanizados De Precision Feyma Sl. Puede obtener más información en nuestra política de cookies. Podemos partir de un bloque de 400kg, desbastarlo entero, acabar la pieza y haber entrado en los nervios de un molde con una herramienta de 0,5mm, eso hay pocas máquinas en el mundo que lo puedan hacer.

  309. Mecanizados participó en la Feria Aerospace & Defense Meetings 2014 que tuvo lugar en el Palacio de Congresos y Exposiciones de Sevilla del 3 al 6 de Junio donde se celebraron encuentros de negocios internacionales entre empresas aeroespaciales y defensa con empresas contratistas.

  310. Ellos saben que los trabajos tiene que estar muy bien acabados, que son trabajos de mucha precisión, de muchísima calidad de acabado superficial y si se parte una herramienta se queda clavada en una ranura de ancho de 0,8mm ya no se puede sacar. Para iniciar su producción ha sido necesario instalar nuevas máquinas de producción, adaptar las líneas de fabricación y realizar los ensayos necesarios que garanticen los estándares medioambientales, seguridad y calidad de la compañía.

  311. Contamos con maquinaria asistida por control numérico, tornos cilíndricos, fresadoras… todas ellas preparadas para la mecanización de cualquier tipo de material con la máxima precisión y fiabilidad. Nuestro taller de mecanizados dispone de la mejor tecnología con tal de garantizar unas piezas perfectas.

  312. Situados en Alcoy, provincia de Alicante, cuenta con las instalaciones adecuadas para realizar mecanizados de precisión, y con las necesidades de la actividad a la que está dedicada; con una amplia experiencia en el sector. Acumulamos años de experiencia en el sector del mecanizado de piezas para la automoción, garantizando la máxima calidad en cada pedido.

  313. Ponemos a su servicio nuestra oficina técnica e ingeniería para el diseño de sus productos con el enfoque de optimizar costes, basándonos en nuestro know-how en procesos productivos. Calidad, Precio y Servicio, son las tres cualidades que siempre nos han distinguido, y que nos ha permitido evolucionar y mantener la confianza de nuestros clientes.

  314. Mecanizado en piezas de alta precisión. Mecanizados de Precisión inició actividades en el año 1998. Disponemos de los medios necesarios para el diseño, fabricación y puesta a punto de la pieza desde cero. Disponemos tanto de maquinaria convencional como el torno Jashone M-180-E, taladro de 45 taladros de sobremesa, entre otros, como de centros de mecanizados CNC.

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