Thoughtful Thursdays - Listen For The Signs

If you have seen the movie Glengarry Glen Ross, then you will be familiar with Alec Baldwin's speech on closing.

• A - Always
• B - Be
• C - Closing

If you haven't seen the movie, here is a link to You Tube where you can view the scene. Be forewarned that the language is course and may offensive to some viewers.

http://bit.ly/kT79V

Part of the A-B-C is knowing when to close. Listen for the signs from your prospect that the are ready to buy.

When your prospect sends you the signal and you recognize it - stop selling and begin to close! If you continue to sell, you may be putting the sale at risk. I can't begin to tell you how disappointing it is to miss an order because of the failure to hear the signs. Sometimes we get so immersed in our pitch that we stop listening.

Let's not let that happen to you. Here are some examples of the signs your prospect may send you?

• I like your idea
• Do you have a minimum order?
• Your product/service could help us
• I can see the value in your product/service

Listen for the signs.

Good selling,
Richard