The Secret Is Selling Not Closing. Closing is the Result of Effective Selling.
STRATEGIES AND SYSTEMS THAT WILL HELP YOU SELL IT NOW AND INCREASE YOUR INCOME!
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The Name of the Game is SELLING NOT CLOSING!!!!!!! Through the years as a professional sales coach (trainer) many students requested for me to teach them how to close. Because in their mind closing is the name of the game. I can’t disagree more, if there is an incorrect concept about the world of sales this is one of them. The name of the game is selling and buying. People don’t like to be closed they love to buy and they don’t mind to be sold, if sold correctly. To be closed is exactly what the prospect is concerned or afraid off. That is the reason they start creating a plan against the sale representative and they activate their defense mechanism, for example the famous PACT. Believe it or not the customer needs to feel proud and at ease that they are dealing with a professional salesperson instead that they just were forced to deal with a typical salesman and their cheap closing tactics. I am not in to just Closing the customer, I am all about Selling the customer, when they are sold the closing process goes through smoothly with the customer’s cooperation and no resistance at all. There are many segments of our industry that uses the term or word closing as a way to compliment or brag about a status in the sales force like; I am a great closer , I am the number one closer, closing is what I do , I make a living closing people , I can close anybody. Well those were the old days of adventure. Be aware that in today’s market our customers are more sophisticated and more educated. Thanks to the media, social media, information is at the tips of our customers and they are more informed and educated about sales and salespeople. The customers are in tune with new technology. (Remember the dinosaurs are in the museum). Most are still trying to sell using old tactics and manipulation strategies from the Wild Wild West if you know what I mean. The foundation and many principles might still be very similar and there some that are still very effective however the high pressure tactics from the past are obsolete. We are in new times. The world of sales needs to understand this change and change and adjust with it. With proper education, training, coaching, preparation and focus we can all improve our sales skills and strategies. I have a clear understanding that in the world of sales we are accustom in using the term Closing, I’m a Closer. I have learned that in the pursue of closing we forget a small detail called selling and selling is the name of the game. Closing is the result of good selling. Let’s sell so we can Close. The best and most effective way to accomplish this task of selling is to fully understand and comprehend the prospect mind set when the sales process starts and to be on the correct sequence necessary to persuade the customer to take action Today and Now. Closing is part of selling however without selling there’s no closing. Let’s sell so we can close.
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About the Book
My intention in this book is to provide an innovative perspective and approach of what is a must in the sales process so that you, the sales professional, can be more effective in closing deals in today’s market. The information in this book shies away from the high-pressure old sales tactics. The sales principles that I will share, when applied correctly, will give you the power to change your sales career and financial future forever. The strategies I will share with you in this book will increase your opportunities of achieving more easily closed sales. The book will show you that we, as sales professionals, need to get out of the way of making the sale by following the correct sales sequence. In many of my coaching sessions, we have found that the reason the prospects don’t purchase is the salesperson. Let me be your coach on why people buy, why people buy today, and why people buy now! Highlights The name of the game is selling, not closing. There are no new words in sales. The magic of selling is on the sequence. Telling is not selling; selling is influencing. Objections The difference between pressure and urgency—are they the same? The battle of the guilts. Breaking the old myths.
About the Author
Joel Pinero is a speaker, trainer, personal coach, and sales consultant who has made a career out of helping thousands of students and sales professionals reach their fullest potential. With over twenty-five years in the sales industry, Joel has conducted hundreds of seminars and trained thousands of sales professionals, specifically in the hospitality industry in the United States, South America, and Central America. As an executive leader, he has held influential positions, such as executive director of training and development in Cancun, Mexico; vice president of training and development for Westgate Resorts Florida; vice president of sales and marketing for Planet Hollywood in Las Vegas, Nevada, to mention a few. Joel understands that it is only with God’s grace, hard work, and determination that he is recognized as a top professional with high standards, character, and ethics. He has earned the respect, admiration, and reputation of a great leader, trainer, and coach in the timeshare industry. He is also a great motivator and a very passionate and creative individual that, with his unique way of delivering the message, makes a positive impact and inspires people to take action and strive not only as sales professionals but also in their personal life. Joel is fully committed to helping others achieve ultimate success.