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Sell From Strength #90
     "The Empty Close"

I just overheard a salesperson say, "I got a great order last week ... but honestly, I felt sort of empty when it was all over".

I hear that too often ... here's his story:  "I quoted a firm (healthy margin) price to the project manager at a major prospect. They loved the 'proposal' and sent it on to purchasing. 

Purchasing looked at it ... they were very nice to me ... but they couldn't submit it unless I included an 'hourly rate' and an 'overhead factor' on the bid sheet. I re-submitted it with their required data. Finally, a week later,  the buyer called me: 'my boss won't sign off on it at this number , you need to drop a few percentage points'. (which turned out to be over 6%!)

But I worked it out to create a credit against future orders ... (pretty smart, huh? I don't have to drop my price until he buys more!)and closed the business. So why do I feel so crummy? Why do I feel beat?"

What happened here? If you put this one order in context against your annual quota, it seems a lot smaller a concession than we first thought. And since we padded the margin up front, it's no concession at all. So what happened? The salesperson got emotionally involved in the process, that's all!

No matter how many times you are told selling is for professionals who operate with surgical precision, many salespeople continue to respond emotionally to the interaction.

If you want to learn how to Sell From Strength, you have to learn how to sell without emotion. Keep a clear head, and don't let the outcome of any sales interaction get in the way of working to increase your income.

There is no such thing as an "Empty Close". If you close the business, you fill your wallet and you should go home smiling.

Have a great selling week.

Copyright June 2007 Sandler Sales Institute and TD Sales Enterprises, LLC

Dan Shanok
TD Sales Enterprises, LLC 
50 Mount Bethel Road
Warren, NJ 07059
908-822-1700
www.tdsales.sandler.com

© Copyright 2007TD Sales Enterprises, LLC all rights reserved
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NJ Ad Expert shows how to Advertise like a Pro

Clifton, NJ based Radio and Advertising Pro Barry Cohen has written a new book "10 Ways to Screw Up An Ad Campaign" has received many accolades for being a real-world, down-to-earth and easy to read how-to book that takes advertising and promo-tion to a new level.  Cohen, president of AdLab Creative, has spent 30 years in the broadcast and print advertising field and his book is a must-read for anyone starting, planning, or retooling their advertising endeavors and is filled with examples of real-life  case histories. He is also a co-founder of Professional Speakers Group, LLC, (www.professionalspeakers group.com), a service that is dedicated to providing talented speakers for smaller companies, associations and nonprofits who do need experienced and entertaining speakers but may not have the budget for the top rung speakersCohen's book, originally self-published is now distributed by Adams Media and is available at Barnes & Noble, on line at Amazon.com (click link for info) or wherever fine books are sold.

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