In grade school, the ABCs were your key to unlocking the mystery of reading. As a small business owner, the letters take on a different meaning and unlock the key to more sales. ABC stands for “always be closing” and it’s the point when you ask your customer to buy. But today’s owners understand that it’s not just a one-time event. It starts with your first contact and continues throughout your relationship with the customer. Take a look at how you can use this technique to grow your small business sales.
Closing is about gaining a commitment to buy. Unlike the stereotype of used car salesmen who snare first-time buyers, the goal is to build a relationship, not force a sale. The result is a lifetime of sales rather than a one-time event. Consider these ideas to help you develop your closing skills.
Today’s closer focuses on relationships first. It might mean your sales cycle is longer, but it’s more likely to produce repeat sales from the same customer. And that is likely to produce long-term results for your small business.