Last week I had a conference call with another top sales trainer, and an expert on email marketing.
We were discussing how salespeople can use email most effectively.
Andy, the email marketing pro, gave a great tip: NEVER close an email with a typical close such as “Sincerely” or “Thank You.”
He explained that the purpose of a salesperson sending an email is to get a reply back from the prospect, and the best way to do that is to leave the conversation OPEN by ending the email with a thought-provoking question that will force a reply.
Notice I said “thought-provoking” and not the usual sales talk like, “When can I have 15 minutes of your time,” or, “What will it take to get your business?” That is typical sales talk and will get your email deleted.
Andy said that using a typical close to an email CLOSES the conversation, and your chances of getting the sale plummet down to almost nothing!
Should You “Always Be Closing?”
Yesterday I couldn’t help resist quoting Alec Baldwin’s famous line in the movie Glengarry Glen Ross – “Always Be Closing.” It’s a sales classic!
But – is it true in the real world of selling – our modern world?
Napoleon Hill, in his now hard-to-find book, How To Sell Your Way Through Life, explained that a good salesperson never has to “close” a sale. If you’re working with a qualified prospect from the beginning, and you conduct the sales process properly, there is never any need for “closes.”
The sale happens naturally – the prospect simply buys.
Having to “close” a sale suggests that you didn’t do a good job from the beginning. Either your prospect wasn’t qualified and ready to buy, or you acted and sounded like every other salesperson out there, or you gave a boring formal proposal with a price tag on it, instead of using the profit-justification techniques I teach to show a gain instead of a cost at the end of the proposal.
The bottom line is: If you’re having to use closes, you need to learn how to sell effectively, because you’re not doing it right now.
How To Avoid Tacky & Uncomfortable “Closes”
Top sales pros never use any of the typical closes that most salespeople use. In fact, they don’t use any formal closes at all. Prospects simply buy from them – because they want to!
If your prospect doesn’t want to buy from you, then you’re doing something wrong.
And having trained salespeople for 10 years, I can tell you exactly what the problem is 9 times out of 10: The prospect was never fully qualified to begin with!
I can hear all the excuses now: “But I don’t get enough leads! I don’t have enough qualified prospects!”
Fine. I understand. I’ve been there too. But, there’s a way out:
If you’re the kind of person who puts good advice into action – and you MUST if you want to succeed in sales – then do this right now: follow the link below and order the Never Cold Call Again system immediately. It will forever solve your problem of not having enough qualified prospects. Once you put it into action, you’ll experience the results you’ve always wanted. And remember, you get to try it free for 30 days before even making a decision to buy it:
Do it right now. You’ll have the e-book in just a few minutes, and can start putting my system to use immediately. Plus you’ll get over $300 in free bonuses that you can download immediately along with the e-book. (The actual package, the book and CDs, will ship to you within one business day.)
Thanks once again for your time and thank you for reading. Good luck and happy selling!
To your success!
PS: Imagine what it would be like if you never had to make a cold call – ever again. Aaaahhhhh… nice, isn’t it? You’ll be able to do exactly that with my Never Cold Call Again system so get it right now: