Starting Positive, The Closer’s Choice
Money Maker #48: As sellers, we have control of our own beginning. We have a choice. The Closer’s Choice is for a positive start to conversations.
Negative Start
“Hi John, you probably already bought this, and I don’t know if this price will work for you but, …”
I would write the rest of the example, but it doesn’t matter what you say after this kind of negative start.
Positive Start
“Hi, John, I’ve got you taken care of on the truck of 4/4 FAS Red Oak we’ve been looking for. Quick shipment is important to us, and we’ve got the wood ready and the truck is idling in the mill yard, Just give me a purchase order number and we’ll get this shipment moving. Do you want to put on more than one?”
New or weak sellers think this kind of start is impossible. They think, “The customer will never go for that”. In some ways - the wrong ways - they are right. Many customers don’t agree to buy on the initial try, no matter how positive we are. But over time, they will. Sales is an ongoing process. If, over time, we give our customers professional sales calls, we will begin to reap professional results.
What is important is that the initial tone of the call is set. We are going to do business. This is a sales (not a quote) call. You communicate to your customer, “I have thought about your needs in advance and expect to get the business.” This initial, positive, attitude sets the tone for the rest of the call and in most cases leads to a sale.
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