The Best Sales Close I Ever Had - Steve Schiffman

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Steve Schiffman talks about "the best sales close I ever had" and why salespeople are often thrown off-guard when they are faced with a objections.

The most important thing you can do to immediately, on your next sales call to be more effective with handling objections:

The sale has to make sense to the individual. If it doesn’t make sense to you, and if it doesn’t make sense to the individual, it’s not going to happen. Why would they buy? They’re not going to buy something that doesn’t make sense to them. So you’ve got to prove that it makes sense. You’ve got to illustrate to them these are the things that are going to happen, these are the things that are going to help them, and it’s going to make sense. That’s how I close. I simply say, you know, it makes sense to me. I did a sale a couple weeks ago with a client, and I simply said to them at the end of the meeting, you know, I think this makes sense we do it. And they said okay, and I said let’s pick dates now. And I did. And that’s the key. That really is the key. It’s not as complicated as the books teach.

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