AGEC410 Daily #14 - I do not think the Approach Close is...

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I do not think the Approach Close is sincere at all. The main point of going on a sales call is to make a sale. By telling the customer you are not here to sell them something is not necessarily true. You may only be looking to show the customer the features at no pressure, but you wouldn’t be on the call if you had no intentions to make a sale. I think this approach definitely respects the customer, however, I don’t believe it really calls the customer to make an action. It may get him in the state of mind to make a decision but does not really force an action. I think if you are using this approach, you should not demand an answer. You stated that you had no intentions of making a sale, and it would be offensive to expect an answer at that same time. To leave, let the customer think things over, then come back for an answer would be a better way to handle the situation. I could easily see myself using the Demonstration Close. As long as I am certain I have full
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Unformatted text preview: knowledge of my product and truly demonstrate the advantages of my product it almost gives the customer no room to even say “no.” I feel confident enough to ask for the sale from the customer. If it is time for an answer about the sale then it does no good to wait any longer. I think it would be easier to lose the sale by not asking at the right time than asking for the sale at the wrong time. The worst thing the customer will say is “no” so you will still continue on with the sales process. I absolutely love the “no call back approach.” I would absolutely use it. Once the prospect knows everything there is to know about the product and how it will benefit them, then why drag it on any longer? Force them to make the decision now. If they will say yes later they will say yes now, if you give them more time to think about it, you are just giving them time to say no. I will use this it seems like an awesome tactic....
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  • Spring '13
  • JimWhite
  • Sales, Sale

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