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A lot is written and talked about in regard to closing sales and in the traditional wisdom of sales experts, "closing" is regarded as the vital skill that sales people need to be successful. I would like to share my experience about "closing" and tell you why I think focusing on closing the sale is actually a non productive and destructive activity and tell you what, in my experience Edgar Garcia Dominican Republic Jersey , has proved to be a better selling strategy.

In traditional sales books and training courses, a lot of time is given to closing and there is often a lengthy section on closing techniques. It is thought that if you have 57 different ways to close the sale up your sleeve, you can keep on closing until the poor customer gives up the fight and says, "Yes." My experience of this style of selling is that it creates confrontational situations which create resistance in customers Jeurys Familia Dominican Republic Jersey , high stress selling situations and ultimately, highly stressed, burnt out sales people who become unproductive and eventually quit their job. Sure, there are the highly successful superstars of selling who operate this way and we can all look at them and say Jumbo Diaz Dominican Republic Jersey , "If they can do it, why can't anyone?" My answer to that is that there are some people whose personality is so strong that they never take no for an answer in any situation and they are usually quite obnoxious people when you get to know them. Most people aren't like that and most people cannot sell successfully using that style. Yet, as managers or sales people ourselves, that style is all we have been taught Samuel Deduno Dominican Republic Jersey , so we perpetuate it in our selling approach and in training our sales people. And we end up being frustrated that our sales results just don't measure up and we have high turnover of sales people because they just don't get the results we expect.

One of the motivational tools used when sales results take a downturn is that we say, "Selling is a numbers game." Now that statement is true, but have you really taken a look at the numbers? Some of the ratios are so bad that I can't believe that we actually accept these results as the norm and keep pushing ourselves or our people to work this way. Yesterday I was reading about someone else's sales approach and they actually said that it takes them, on average Johnny Cueto Dominican Republic Jersey , 600 cold calls to get a sale. His response to this was to suggest that the calls be short and to the point. Fair enough if that is the only option. My response, as any of you who are starting to get to know me will anticipate, was, "You've got to find a more efficient system." Even in less extreme cases Bartolo Colon Dominican Republic Jersey , where I have experienced a one in ten success ratio, I have found that sales people cannot keep up a sustained effort in the face of continual rejection where they fail in 9 out of every 10 attempts. What would we say if the guy kicking for penalties or conversions in the football team missed 9 out of 10 attempts? Or what about a batter who struck out 9 times out of 10 t. Cheap NHL Shirts Cheap Soccer Hoodies Cheap NHL Shirts Cheap NBA Hats Cheap MLB Shirts China Cheap Soccer Shirts China Cheap NFL Hats China Cheap NFL Shirts China Wholesale Shirts Wholesale Hoodies