Six Closing Killers (And Why They’re Deadly)
1. Calling someone “buddy” or “pal.” You want to earn my business, and you can’t even learn my name?
2. Saying “If you have questions, feel free to ask.” You’re the salesperson. I’m the customer. Of course, if I have questions I’m going to ask them. Don’t state the obvious.
3. Shaking hands too aggressively. Okay, tough guy, I know you go to the gym.
4. Hovering. I feel like you’re stalking me.
5. Steering potential buyers to the expensive stuff. Look, I know products come in various price ranges; it’s obvious you only care about yourself and your commission.
6. Telling people to smile. Don’t tell me what to do and give me a reason to smile.
Recognizing what customers are thinking is an important aspect of successful selling. Do you see how these behaviors can be interpreted (and misinterpreted)?
If you recognize yourself in any of the above scenarios, play it cool and don’t freak out. Then change your ways!