BNET Insight
Essential Sales Technique: The Pre-Close
November 5th, 2008 @ 11:30 am
Most sales pros think that the "close" is the most important part of the sales process. In fact, the most successful sales pros treat the close simply as a natural part of the conversation. That's because, in most cases, they're already sure the customer is going to buy!
The way they do this is through a technique called the "pre-close." Here's Keith Rosen, one of my favorite sales trainers, explaining exactly how the pre-close works:
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1
jongreer
RE: Essential Sales Technique: The Pre-Close
Thanks Geoff! Great stuff!
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2
venzulo
RE: Essential Sales Technique: The Pre-Close
Don't forget:
"When do you expect to make a decision?".
I make this the last question so I know exactly when to follow up. None of the above matter if you leave it open ended.
Make them commit to something!
-V -
3
tungemailaccount@...
RE: Essential Sales Technique: The Pre-Close
I don't get it. How do I even get to the story?
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4
Geoffrey James, Sales Machine
RE: Essential Sales Technique: The Pre-Close
QUOTE: How do I even get to the story?
I think that your system may be blocking the video, probably because your browser doesn't have flash installed (or something like that). Maybe the direct link would help. Here it is:
http://www.youtube.com/watch?v=MCrZVt2Yaq8
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Geoffrey James
Geoffrey James has sold and written hundreds of features, articles and columns for national publications including Wired, Men's Health, Business 2.0, SellingPower, Brand World, Computer Gaming World, CIO, The New York Times and (of course) BNET. He is the author of seven books, including Business Wisdom of the Electronic Elite (translated into seven languages and selected by four book clubs), and The Tao of Programming (widely quoted on the Web as a "canonical book of... more »
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