How to close

Years ago, when I was a new graduate I'd join my Sales Director on new business meetings so I could learn from him...

He was probably one of the most impressive salespeople I've ever met.

He was assertive, always in control, and

he understood human psychology.

One meeting in particular always sticks in my mind...

It had gone really well and then we got onto cost (we weren't the cheapest, but we were good):

"Sorry, how much?!" asked the client, genuinely taken aback.

My SD looked at the prospective client, a successful business owner.

He paused...

And then changed his body language. It was as though he was starting to gather his things.

He replied:

"I completely understand if we're too expensive for you. Not everyone can afford us. But we will solve your problem.

So thanks anyway, but probably best we leave things here..." (gets up to leave)

"Hang on a minute! I didn't say that..." replied the prospect.

The meeting continued, and my SD closed the deal there and then. No haggling and no discounts.

Pulling away often has the opposite effect of someone pulling you back.

And by implying he could not afford us, I could see this also damaged the prospect's ego a bit.

My SD's advice as we drove back to the office:

"Be proud of your price - it demonstrates your value & communicates your credibility.

Never justify, never drop your pants...and always show that you're prepared to walk away."