The closerts heart

tT"r DTFFERENCE between those who I close and those who don't starts with heart. Closers believe in themselves and what they are selling more than they believe in their customers.

Quotrons, product presenters, and information dispensers are not closers because they believe that the customer is the boss. They believe that the customer "throws them a bone," instead of earning business as a partner. Here are closes that work:

Assume, assume, assume

"Good morning, Teny. I just called to pick up your order numbers on those two trucks of 2x4 we talked about. What are your numbers, so we can get these going?" Instead of "Hey, Terry, have you got all your numbers in yet?" Ugh.

Positive, assumptive selling is the highest form of salesmanship. We are all assumptive sellers. Closers assume they will get the business and talk like it. Non-closers assume they have an outside chance of getting the business-and talk like it. They assume, for example, their price is too high-even before they give it.

Bill Redman, one of the best closers I've ever met, told me, "I talk to the customer like they have already bought the product. We're just trying to figure out how to get it to them."

Similar Story

People want proof. The "Similar Story" Close gives it to them. "Susan, I have sold this product to customers just like you, and they love it. So may I have your order please?"

A similar story can be used to turn objections around and close. "John, that is a good point. A customer last week was also skeptical about bringing in stock he wasn't familiar with. I assured him, as I am assuring you, that he would love it. He reluctantly gave me the order. After the stock arrived, he liked it and now wants to put it on contract."

We can use Similar Story in our opening statements. "Pete, we've been running this program with our customers that need the very best quality (or price, or tally. Would you like to hear about it?" This sets the assumptive tone for the entire call.

Let's Put This One Together

I was digging through a garage sale when I came across a sales book. It was similar to the hard-backed 5-ll2-by-8l/2 school primers of old. My apologies to the author; I lost or misplaced the book. I looked in the table of contents. The last chapter was boldly titled, "The Close That Works Every* Time." It was the "Let's Put This One Together" close.

The power of this close is that it leads the customer as a friend and a partner. "Let's" says "let us," as a team, put this business together. We are not supplicating; we are leading our customer to a shared outcome. It is as if the customer has come to our home and we are saying, "Let's have dinner."

* I used it myself the very next day and got the order the first time I tried it! I fell in love with this close and have been using and teaching it ever since. Alas, although effective , it does not work every time

The List Glose

Humans like threes. One-two-three has rythym. One-two is for punching and one-two-three-four loses momentum.

"Lucille, this 2xl0 is perfect for you because: It is the stock you prefer. The tally fits your inventory like a party hat. The market is moving up. So, what is your order number?" Or, "So, let's put this one together."

The List Close is also a great way to counter objections and close. "Pete, you have a point, but let me give you three reasons this works for you..."

Scarcity

We hate to miss or miss out on things. We use the "Scarcity Close" to move our interested but hesitant customers to action.

"Susan, you can shop this for another hour, but the stock I have will be gone when you come back to buy it-and you will come back. We are trying to find more of what I'm offering you and can't find anything that comes close. You don't want to miss this deal. What is your order number?"

When our (assumptive) hearts are right and we use these closes, we will win.

Olsen Reality Sales Training (503) 544-3s72

A famous lumberman once said:

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Rough & Ready Mill Reopening

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Moulding & Millwork Rebrands

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JJ Building Supplies Moscow, ld has opened a new location in Lewiston ld , on the former site of Redneck Ranch Supply

Two months previous, JJ closed its yard in Colfax, Wa

Spenard Builders Supply is investigating the cause of a March 16 fire in the paint department of its Seward, Ak., store thatcaused about S50 000 in damages to the paint mixing counter, inventory, and the ceiling.

Ace Hardw?t€ Klngsburg Ca held a grand opening Feb 28 The B 200-sq ft store is owned by Mike Nelson, who also operates an Ace in Selma, Ca.

Sunroc Building Materials, Lindon, Ut. rs converting rts 1 1 ocations In Utah and ldaho to Epicor BisTrack softwa'e 'eplacing seve' oifferent systems.

''Any way we can help create a more fluid process for estimates. delivery, payments and project execution will increase the bottom ine for our clients " said president Jeremy Hafen

Habitat for Humanity's Longmont, co., ReStore discount LBM outlet moved to a larger, 12 000-sq ft. facility

The group hopes to open a new ReStore in Ogden Ut. by year's end, according to new chapter head Dede Fluette.

Orchard Supply Hardware, San Jose, Ca , has revamped its website, osh com, incorporating Pragiti's hybris e-commerce platform.

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