“Our job as salespeople is to hold the keys to the doors that allows them to reach the place where they are then invited in.” – John Abbott in today’s Tip 1301
How about you? Do you try to close the door on anyone?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from John Abbott. John is a Best Selling Author and Creator of The Giving Model. He shows transformational speakers, coaches, and authors how to build GIVING into their business. John believes that by giving we attract more to us. Here he is:
John Abbott: Don’t try to close anyone. No one wants to be closed in the sale. Instead, create openings. As our job as salespeople is, I believe to help people step through different doors. And that’s the conversation we’re having. We’re having small wins and those small wins is their wins, their wins of saying yes to something. And it might be that the first part of the conversation is a qualification conversation. And your qualification is potentially do you have the money? Or potentially, if it’s deeper, how committed are you to this? Or even deeper than that, what transformation do you see as a result of doing this program? What’s the possibility you see for yourself? What’s the motivation for you doing this? You can get down to those deeper conversations and as you complete on each one of those, you create openings into the next conversation.
So our job as salespeople is to hold the keys to the doors that allows them to reach the place where they are then invited in, because you as that person, as you’re speaking with them, are able to assess each part of the way and guide them through those different doors. And when you know they ready, then you can do the invitation. And the invitation can be as simple as given that you’re so committed to this, you can see all of the potential of the change in your life, you know that you can get access to the money.
I believe it’s time for you to move forward and actually step into this. And I’d like to open up the position for you to be able to access this program and when you do it that way, or if it’s more traditional sales, I’d like to offer you this system or this thing. Given that I can see that everything seems to fit, everything seems to be in alignment with exactly where you want to be in your life.
So maybe looking at shifting your perspective of making sales by closing sales to rather than closing/opening doors and possibilities for a future that they may not be able to have gotten through other than through a conversation with you.
Scott Ingram: For links to connect with John, and to join his sales team, just click over to DailySales.Tips/1301. Once you’ve done that, make sure you’re subscribed to the podcast, and come on back tomorrow for another great sales tip. Thanks for listening!