What is “Post Closing” and Why Is it Important? “Post closing” helps to prevent the prospect from “changing his mind” after he has made a purchase. We do this by helping a new client reduce any “post purchase” doubts that may be entering his mind just after making the buying commitment. Do you remember the thoughts going through your mind the last time you made a major purchase (i.e. automobile, home, life insurance policy, etc.)? It is not uncommon for a person to begin to “second guess” his decision. This is often called “Buyer’s Remorse.” It does not always threaten ...
One of the longest standing, most respected and basic presentation methods is F.A.B. Selling. I do not know who first identified this method, but I learned it from Larry Wilson in a Sales Sonics course in the late 1960s. The abbreviations stand for Feature, Advantage and Benefit. Many salespersons would tell you that they understand F.A.B. Selling. My 40+ years experience in sales training has taught me that this is not necessarily so. When salespersons say they understand it, what that has usually meant is that they know that prospects do not ...
How often are salespersons found to be surprised, even shocked, when we do not close a sale that we thought was a “sure thing?” This happens too often. One of the principal reasons this happens is that the salesperson was never actually dealing with the REAL decision maker. For the purpose of this article the term “decision maker” will mean the individual or the set of individuals required to approve a purchase. As the great J. Douglas Edwards was fond of saying, “If we are NOT talking directly to the decision maker, pack up and leave; unless we just want to ...
