Closing The Sale is the Tipping Point

Closing The Sale is the Tipping Point
Thank you author Malcolm Gladwell, for your exciting,
revolutionary, perceptive and timely book, "The Tipping
Point." His identification and description of the process
that defines so many procedures in society has almost
become generic, commonly used, a household term, repeated
frequently everywhere. Although Gladwell did not publish
this unique book as a selling manual, "The Tipping Point"
is a legitimate phrase, quite accurately utilized in
describing part of the selling process.

Think about each of the items that comprise the selling
process: Prospecting, identification, research,
questioning, presentation, handling objections and closing.
Each part of the process is necessary for the success of
the next. Each component is critical to the sales process
yet all are useless unless an attempt to close the sale is
made. If you have read this ground-breaking and popular
book, you will easily identify the closing component as the
aspect of the selling process known as the "Tipping Point,"
the point at which all of your efforts before it suddenly
yield a mutually satisfying conclusion. In this case, the
sale is made!

As a salesperson, whether a professional or not, do not
allow the stigma so often associated with closing sales to
stop you cold. You will know when you achieve the rank of
"professional" when you deeply understand this simple
proclamation: Too many salespeople succumb to the
complexity and awe associated with the "science of
closing." Learn to think of the close as simply the
"Tipping Point" in the selling process. Perhaps this idea
will remove some of the pressure so many salespeople
experience while considering closing.

Remember that selling is actually the process of simply
helping your prospect to buy. The job of the salesperson is
to help clarify their need and expertly offer a product or
service that meets or exceeds that uncovered need. Since
many people do not like to make decisions, your job is
simply to help them decide that by purchasing from you,
their needs are met in a most satisfying manner. They must
clearly see that the value they get from your product or
service far exceeds the money that they will spend in
acquiring it. At this point, the "Tipping Point" occurs and
everyone gets what they want.

Professional salespeople know that that they add unique,
considerable value to their products and services
eventually bound for the prospective customer. They
understand that "The Tipping Pont" is the point of decision
in every sale where everyone wins! This is the critical
point of understanding that builds their income.

Remember, closing is simply "asking for the order," nothing
more. Do not be intimidated by the very thought of closing.
Closing the sale is simply a logical step in the natural
progression of the sales process. It is the "Tipping
Point," where you realize the full return on your selling
efforts. Go get 'em!

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Daniel Sitter, author of both Learning For Profit and
Superior Selling Skills Mastery, has garnered extensive
experience in sales, training, marketing and personal
development over a successful twenty-six year sales career.
http://www.superiorsellingskills.com
Visit his resourceful blog at http://www.idea-sellers.com