Do You Really Think You Can Close Me?

"Think You Can Close Me?"

I get challenges from readers all the time, from good ones, all the way to the absurd and the downright confrontational.

Usually it's some idiot challenging to outsell me by cold calling, or someone claiming to have made millions by cold calling, yet they can't provide any proof to that end.

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.

"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 Success and 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.

"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"

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?"

Educate yourself. Learn how to use tools like LinkedIn Sales Navigator. Get as networked and connected as possible in your city. Do those things and endless hot prospects will come.

If you're not up to speed on modern, Information Age lead-generation methods, learn how you can stop cold calling forever and become a sales rock star by downloading a 37-page PDF preview of the Never Cold Call Again System here.

New York Times best-selling author Frank Rumbauskas is the creator of the Never Cold Call Again® System 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 Most Influential People. To learn more, and to download a free 37-page PDF preview of his Never Cold Call Again lead-generation system, visit NeverColdCall.com