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Sales Training Tips:

Sales Training - Is it Possible to Make a Sale Without Closing?

If selling is your profession, you probably look at me in awe when I say that it is possible to make a sale without closing because all this while, you have been conditioned to go for the close. In fact, 'closing' is a part of the sales training. Many sales experts wrote about this in countless bestsellers. But this is about to change.

I have involved in selling for over a decade now. I sell for the Pharmaceutical industry, and I am comfortable with it. That explains why I stick around that long. During that period, I was exposed to various training under different companies. Each company has its own emphasize and model. For example, during my earlier days selling, I was trained with 'Gordon-Relationship' model, and later, under another company, I went through 'One Minute Sales Person' training.

And closing came under different name: getting commitment, seal the deal, etc. Personally though, I feel that nothing come close to the model which I come across in my second year selling. The model was presented in a published book with the title 'Newsell'.

I know I am not the only one who has read the book but I believe I am one of the earliest to put the concept to test in for the local pharmaceutical industry. Now, this could probably be my guess alone but when I asked my peers around for feedback, it confirmed my suspicion.

The author of the book; Dr.Michael Hewitt Gleeson had put forward the idea that 'fatigue' or low sales activities are caused by salesperson getting loaded with 'closing' activities. And due to the fact that sales people have to bump through 6 'NO' on average before they hear a 'YES', they easily got discouraged and frustrated. They literally have to drag their feet to begin the next day. This contributes to high attrition rate for the sales force.

But this situation is easily altered. According to Dr. Michael, all it takes is a change of perception. Traditional sales process perceives closing as something 'a sales person does to the customer'. The shift is made so that closing is viewed as something the customers do to themselves.

It is the concept of 'bought' not 'sold'.

In all honesty, I find this concept to be ridiculous at first but in hindsight, it is very strategic and practical. Not to mention it gets the result too. Whenever confronted with a difficult situation in my sales career, I know that I probably been exercising the traditional 'closing the sale' on my customer. When I realize this, all I need to do is to shift the gear and rest assured that it is possible to make a sale without closing.

Source: N.H. Abdul Ghani link

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