Closing is the Final Step in a process which can be Tested and Manipulated. Closing is a Science.
When you close sales, does it feel normal, or do you feel like you got lucky? The process of closing sales should be considered a process. There are many factors at play that can be adjusted, why would you continue on the same path when you’ve had little success? Here at Dolphin Consulting, we don’t ask, “did you close the deal?” We ask, “why did you close that deal?”
This is exactly why we made closing into a science. The first step to understanding a science is doing your homework. In the science of closing workshop, we teach the latest in psychological research, and how positive emotions can effect the coiling and uncoiling of your DNA. This literally means that a good sales person can have a positive effect on a cellular level, Crazy, right? We teach a lot of methods but we don’t teach tactics, and here’s the distinction between the two: a method is something you apply to a situation, and a tactic is something that manipulates the situation, which is why a lot of tactics can feel salesy, which can actually cause friction. Believe it or not, the customer has experienced sales tactics before. This is why we teach methods that go unnoticed-they aren’t tricks at all. These methods are built around accurately displaying value and framing the purchasers shared benefit. We will teach your sales team to reassure prospects, while at the same time invoking a positive emotional response, and to focus on the value offer, and the customers goals that you can satisfy.
Watch this video to learn more about the Science of Closing
This is “The Sales Builder System: The Science of Closing” by Dolphin on Vimeo, the home for high quality videos and the people who love them.