First, I’m not a salesman, a sales coach or a sales consultant. There are many people who are far more qualified than me to explain the sales process and closing techniques.
That acknowledged, I have had two sales experiences over the last few weeks that compel me to write this. In both cases, the salesperson did a good job of promoting their wares, and I was prepared to hand over the cold, hard cash.
Rule #1: Don’t try to answer the question that will never be asked.
In both cases, what happened after I had already made up my mind to buy was that the salesperson kept selling me. Blah blah blah – more sales babble. In one case, I found out more details about the product that caused me to change my mind. Good for me. In the other case, I began to question the motives of the salesperson to the point where I decided to tactfully leave their place of business. Again, good for me, the consumer.
Rule #2: When you’ve closed the deal, it’s time to stop selling.
I lucked out on both of these deals, and for entirely different reasons. As I pointed out earlier, had the salesperson not continued to “sell me,” I would have handed over the cash. So…for you rookie (and experienced) sales folks: If you’re picking up signals from your buyer that you’ve closed the deal — stop talking and head to the closing table!