I recently was asked to give a “sales skills” seminar in Dallas for an automotive aftermarket distributor with a team of seasoned professional salespeople. Although this team doesn’t drive around in a mobile store like you, they are out there every day calling on customers. Here's what I told them about my experience as a salesperson and closing the deal:
I was fortunate that my first real sales job was selling office copiers back when most companies didn’t own a copier. (Yea, yea, I’m old!) Every morning, five days a week, before we hit the road to make our 20 cold calls, we would give a training product demonstration to the entire local sales team. These guys were brutal. The slightest product mistake or, god forbid, a missed closing opportunity brought howls and boos from the others. Believe me, you learn to ask for the order in that environment.
Closing the deal should be the easiest part of your selling day. If you give a great demonstration — feature, advantage, benefit — with lots of trial closing, asking for the actual order should be soft, smooth, and effective.
You better believe that your selling world is changing. If a random person can produce a good sales presentation in a few seconds using AI tools, just think of what one of your online or local competitors can whip up with a little technical ChatGPT training.
You need to make your calls, demo greatly, sell hard, close hard, thank your customers for their business every day, and then do it again tomorrow!
Now go sell something.
