Sandler Rule #31: Close the Sale or Close the File скачать в хорошем качестве

Sandler Rule #31: Close the Sale or Close the File

Get the best-selling book or companion online course here: https://shop.sandler.com/online-cours... I'd say this is rule number 31 close the sale or close the file. What does that mean? Well, as a professional salesperson, time is our most precious commodity. We want to make sure that we're spending our time and energy on those who are willing and able to do business with us. But if you look at your funnel, chances are you've got a lot of stuff in there that you're not sure if they're willing or if they're able. But why is it there? Well, it's there because maybe you want more in your funnel because you're hoping that out of all this, you're going to close at least this, and our sales manager wants much more in your funnel regardless of where it is, because it makes them look good too. So this is a trickle-down thing. The best way to reenergize your calls is to say it's over by simply saying, based on where we are or what you're saying, it seems to me like there's not a fit and maybe we should just kind of close this for now and we'll come back at a future time. Now you put the words depending on the situation, but when you do that, they're either going to agree and you can't lose anything that you didn't have, or they say, no, no, wait a minute. Let's do this. And now they've restarted. The fact that you have put a break to it, they'll either agree to it and it was over anyway, or they'll say, no, here's what we need to do to go to the next step. Either way, you win.