Thank you author Malcolm Gladwell, for your exciting, revolutionary, perceptive and timely new book, “The Tipping Point. " His identification and description of the process that defines so many procedures in society has almost become generic, a household term, repeated frequently everywhere. The “Tipping Point" is a phrase quite accurate at describing the selling process as well.
Think about each of the steps that comprise the selling process: Identification, research, questioning, presentation, handling objections and closing. The sales process is linear. Each of these steps must occur in some depth before the next step can begin. If you have read this ground-breaking book, you will easily identify the closing aspect of the selling process as the “Tipping Point, " the point at which all of your efforts before it suddenly yield a mutually satisfying conclusion. In this case, the sale is made!
As a professional salesperson, do not allow the stigma associated with closing to stop you cold. Too many salespersons succomb to it. Think of the close as simply the “Tipping Point" in the selling process. Perhaps this idea will remove some of the pressure so many salespeople feel when considering closing. Remember, closing is simply “asking for the order, " nothing more. Do not be intimidated by the stigma placed upon closing. Closing the sale is a natural progression in the sales process, the “Tipping Point, " where you see the return on your selling efforts. Go get ‘em!
Daniel Sitter, author of the highly anticipated book, Superior Selling Skills and the popular, award-winning e-book, Learning For Profit, has extensive experience in sales, training, marketing and personal development over a successful 25 year career.