“Closing With Confidence”
Top Dog Sales Secrets by Michael Dalton Johnson, page 55
I don’t want to sound hypocritical or appear guilty of playing games with word choices. I am extremely fond of the word “confidence” although often mystified by its “here today-gone tomorrow” nature. And as you know, the word “closing” is not my first choice.
Let’s address confidence first. How do you get it? How do you benefit from it? How do you lose it? How do you get it back?
I suppose after you have worked, studied, practiced, and failed at your craft, you begin to see how the process works. More importantly, you witness what success looks and feels like. You begin to trust your judgment and you stop doubting your decisions. The result is what we call confidence knowing that both you and your service are a valuable addition to your customer’s current condition.
They say success begets success. I believe this is true. But I also think it can be expanded upon. Confidence begets success begets more success. And the beat goes on, until… you lose it.
The sad truth is that you can lose your mojo (confidence) in a million ways once you let your guard down. More often than not it results from you giving too much credibility to someone else’s “opinion.” You listen to the wrong input and then allow your self-talk to destroy your belief in yourself. You need to remember that if you are good, you are good regardless of what others may think.
I suppose it is worth mentioning that you can’t be all things to all people, and in a few instances, you will rub a few prospects/clients the wrong way. (Join the club.)
It is imperative that once you feel your confidence fading you must get it back ASAP. The quickest way to do this is with a series of small wins… more success stories… more positive input, more action.
What about “closing?” Seeing a proposition through to its finality is a better way to approach this subject. If you “open” the conversation properly, ask appropriate questions and listen intently, then the deal will, more often than not, come to positive fruition without you having to resort to any clever retorts.
Forget being “clever.” Always demonstrate sincerity, caring, and honesty.
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