The Natural Laws Of Closing

Bookstore shelves are full of " HOW-to-Do-It" books on selling. But few underscore the simple fact that selling is not the same as closing. They are two distinctly different skills. And, just because you're good at selling doesn't mean you can close sales. Why? Because unless you realize that you must stop selling when you start closing, or you will consistently over-sell the customer and lose the sale as a result. There are also many "WHAT-to-Do It" books on closing sales, but most of them deal with the symptoms that appear during closing. Few ever tell you what is causing those symptoms to appear. And unless you are prepared to recognize and smoothly handle the hidden emotional reactions that appear, too often you'll end up forcing the customer to buy, which never works! This book contains gemstones not mentioned in other texts on closing sales. It uncovers the source of sales resistance and outlines how to use it to both the customer and your advantage. Closing sales is not that hard once you know what to do, when to do it, and above all, why you are doing it. This book contains all the answers. All that is required is for you to read it with the purpose of applying the material. The rest is easy. Daniel Jacobs

Okay, let's take off the wraps and get down to business. There is no book on closing sales that will solve all your problems at once. Let's be honest, And you wouldn't believe me even if I did claim that there was, would you? Anyway, you don't want a touchy-feely, book on closing that will make you feel okay about being a loser, do you? I didn't think so. And, unless I miss my guess, you're looking for something that will cut thru the bull and give you an edge on your competition, aren't you? Well, keep reading, because that is the purpose of this book. The world has changed. Cutting through all the clutter and noise vying for the customer's interest is daunting. Jaded and cynical customers often don't believe what you're saying, even when you do manage to get their attention. It's a tough, competitive world we live in today and it's getting tougher. But I've discovered something that is vital to your survival. It's a gemstone that will allow you to cut through the bull and focus on what is really important in the art of closing sales. Here it is: The primary building blocks underlying all closing techniques stem from basic principles, not from methods. This fact is the secret that all professional power closers know and use. Lacking the knowledge of the fundamentals, you will consistently resort to relying on slick methods and corny tricks to close sales. Without a working knowledge of the basics of selling, you can't adapt to the prospect's problems and concerns that always come up. As a result, you end up trying one method after another, all the while losing confidence or certainty in your abilities. It's frustrating! If you can't shift gears when the client does, the tendency is to just push harder with the tools you do have to work with. A well-worn quote by Maslow states this idea clearly: "If all you have is a hammer, everything looks like a nail." This proverb is as true today as when it was written in 1966, with one proviso; schoolyard-bullying tactics are always the wrong tool for the job. The fact that you may have closed one deal with this tactic is dangerous. If only because when you start to think that it worked once, your tendency is to use it again. But the reason it doesn't work consistently is that the method doesn't align with the basic principles. When you have the right tools, know how to use them and know why they work, you can then keep your methods in line with the fundamental principles of selling. And that's how to do it the easy way.

Meet Daniel Jacobs, Executive Consultant. His calling as an author began as an unintended consequence of saving an international marketing company from imminent disaster. The business had bee sinking fast with sales virtually non-existent for the past six months. They knew something had to change, but nothing was working. All the usual "solutions" had been tried and found lacking. Inspirational talks, educational conferences, and lectures had no lasting effect on closing sales. What was missing? Jacobs took a different approach. He started looking for what wasn't there (but what should have been). What he found was ground-breaking: The salespeople could sell, but they couldn't close. And more importantly, they didn't know the difference! So they ended up over-selling the customer out of the deal. The fact is that selling and closing are two separate skills with entirely purposes and actions. Customers are so over-sold that they instinctively resist and resent more sales talk. All they wanted was someone who was interested in them and their problems and who would show them how they could get what they wanted. Evidently, salespeople thought that they were the most important person in the room. But this assumption was false. The seminal moment came when they began to realize that the most important thing to the customer is the customer! Jacobs began writing original articles for the salespeople to drive home the fundamental basics that had been missing. This action was a game-changer, one that was surprisingly effective for the salespeople and everyone employed at the company. While continuing his profession as an Executive Consultant, Mr. Jacobs began developing a career as an author. This also resulted in his ability to help others in ways that were far more wide-reaching than he ever imagined. For Jacobs, the unintended consequence was this: almost by accident, he created a game where everybody wins. What could be wrong with that?