I get challenges from readers all the time, from good ones, all the way to the absurd and the downright confrontational.
The latest one (that I’m writing to you about today) is someone insisting that they can “close” me on anything.
But here’s what they don’t understand…
I never have to be closed!
The reason is very simple: When I recognize that I have a need or a want for something, whether it’s in my business or in my personal life, I simply buy it.
That’s it. No “closing” necessary. I find the best provider for my needs, and I buy from them.
Napoleon Hill talked about this in his books on selling. During the 20 years of research leading up to The Law of Successand Think and Grow Rich, he made his living as a sales trainer, and one of the concepts he taught is that a good, ethical salesperson never has to “close.”
If you’re selling something that your prospect legitimately needs, and you’ve done your job of demonstrating of why they should buy from you, the purchase happens naturally. The prospect simply buys. No need for “closing” them.
“Closes” are only necessary when you’re trying to push something on someone, or you know full well that they don’t really need what you have – in reality, you need a commission check and they can give it to you.
But when you’re doing your job as a true sales professional, one who uses honest persuasion rather than manipulation, and who never tries to sell something that someone doesn’t legitimately need, then you never need to “close” anyone.
How To Get People to Buy Right Now
When you’re ready to get to that level of selling, where people simply buy from you, and pushy closes are not needed, here’s how:
1. Get out of the mindset of “selling” anything. Instead, realize that you’re providing a valuable product or service that your prospects really want and need. They’re excited to hear about it.
2. Don’t use any trickery or canned presentations or lists of questions in your conversations with the prospect. Instead, look for real problems that you can solve – especially if you can find ways to recover lost money.
3. Only meet with prospects who have a current need for your product or service, and who are ready, willing, and able to buy right now.
The first two you can do on your own – it’s about changing your mindset, and your selling process in ways that benefit both you and the prospect.
The third point is more challenging for most salespeople. Most say, “Of course I want to meet only with people who are ready to buy right now, but how?”
The answer is simple: Do anything, except the dreaded cold call to get in front of qualified prospects. Cold calling makes you look desperate and unprofessional. Instead, start networking. Speak for free in front of Chambers of Commerce and Rotary Clubs. Get on LinkedIn and reach out. Contact sales reps in complementary industries, and network with them. Set up a website and blog, and an email newsletter. The list goes on and on.
I’ve laid out the answers in my Never Cold Call Again system which covers, in step-by-step detail, dozens of lead-generation techniques you can begin using immediately, at no cost, and start generating hot leads from highly qualified prospects who want to buy right now.
I’ll ship it to you today and let you “try it before you buy it” for 30 days, before you even have to decide if you want to pay for it, or just send it back and never hear from me again:
As long as you avoid any cold calling and instead position yourself where qualified prospects can find you - and buy from you - you'll skyrocket your way to sales success, while 80% of salespeople continue to waste their time and spin their wheels!
Frank Rumbauskas is the author of the New York Times best-seller Never Cold Call Again and has won numerous accolades, such as Readers Choice for Business Book of the Year from 800-CEO-READ, and has been named one of Fast Company’s top 30 most influential people online. To learn more, and to download a free 37-page preview of his Never Cold Call Again lead-generation system, visit http://www.nevercoldcall.com