Do Great Closers Have a Closing Instinct? Yes! How Did They Get It? What must we know even before we meet our prospect that will help us make the close of the sale more natural and comfortable? Tom Hopkins can probably still hear his mentor, Doug Edwards saying, “All great salespersons have a ‘closing instinct.’” When asked if these great salespersons were born with these “closing instincts?” He said, “Of course not! They got their ‘closing instincts’ by closing too soon and too often rather than closing too seldom and too late!” (That is an excellent phrase to ...
Zig Ziglar, one of the most well known sales authorities of all time defined selling. Zig said, “Selling is the transference of feelings. If I can get my prospect to feel about my product or service the way I feel about my product or service, he will not only want it … he will demand it.” To persuade someone, it is not nearly enough to get them to think as we think, it is imperative that we get them to feel as we feel. Getting a person to feel the ...
