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Closing The Sale is the Tipping Point

By Daniel Sitter

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Published: 28Jan2008
Word count: 474
Viewed: 494 time(s)

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Thank you author Malcolm Gladwell, for your exciting, revolutionary, perceptive and timely book, "The Tipping Point." His identification and description of the process that defines so many procedures in society has almost become generic, commonly used, a household term, repeated frequently everywhere. Although Gladwell did not publish this unique book as a selling manual, "The Tipping Point" is a legitimate phrase, quite accurately utilized in describing part of the selling process.

Think about each of the items that comprise the selling process: Prospecting, identification, research, questioning, presentation, handling objections and closing. Each part of the process is necessary for the success of the next. Each component is critical to the sales process yet all are useless unless an attempt to close the sale is made. If you have read this ground-breaking and popular book, you will easily identify the closing component as the aspect of the selling process known as the "Tipping Point," the point at which all of your efforts before it suddenly yield a mutually satisfying conclusion. In this case, the sale is made!

As a salesperson, whether a professional or not, do not allow the stigma so often associated with closing sales to stop you cold. You will know when you achieve the rank of "professional" when you deeply understand this simple proclamation: Too many salespeople succumb to the complexity and awe associated with the "science of closing." Learn to think of the close as simply the "Tipping Point" in the selling process. Perhaps this idea will remove some of the pressure so many salespeople experience while considering closing.

Remember that selling is actually the process of simply helping your prospect to buy. The job of the salesperson is to help clarify their need and expertly offer a product or service that meets or exceeds that uncovered need. Since many people do not like to make decisions, your job is simply to help them decide that by purchasing from you, their needs are met in a most satisfying manner. They must clearly see that the value they get from your product or service far exceeds the money that they will spend in acquiring it. At this point, the "Tipping Point" occurs and everyone gets what they want.

Professional salespeople know that that they add unique, considerable value to their products and services eventually bound for the prospective customer. They understand that "The Tipping Pont" is the point of decision in every sale where everyone wins! This is the critical point of understanding that builds their income.

Remember, closing is simply "asking for the order," nothing more. Do not be intimidated by the very thought of closing. Closing the sale is simply a logical step in the natural progression of the sales process. It is the "Tipping Point," where you realize the full return on your selling efforts. Go get 'em!

Daniel Sitter, author of both Learning For Profit and Superior Selling Skills Mastery, has garnered extensive experience in sales, training, marketing and personal development over a successful twenty-six year sales career. Visit his resourceful blog at Idea Sellers.

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