The Frenchman, Louis Pasteur, a world-famous biologist responsible for pasteurization, which bears his name, was a process person. He coined the phrase: “Chance only favors the prepared mind..and sudden flashes of insight just don’t happen.”
When you meet with prospects at appointments, you should have sales system for closing. In professional sales, closing does not mean the same as old 1950’s cliché: “ABC or always be closing”. Closing means the prospect and salesperson agree the product or service is or is not a good fit. This is the major difference between using a sales system and just winging it at appointments.
White collar business owners who sell big ticket, high price items should have good sales systems allowing them to close the same way all the time.
One way to tell if the business owner has a good sales system is, he or she does well on news TV interviews or podcasts. He or she does well because their sales system is a natural part of their daily conversation with contacts, prospects, and colleagues.
