From the course: Selling into Industries: Manufacturing
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Embracing the mini-close
From the course: Selling into Industries: Manufacturing
Embracing the mini-close
- The goal in manufacturing sales is to close, right? To get the sale. Or is it? One of the biggest myths of sales is that your goal is always to close. Really, the goal of sales is progress. To keep the conversation going and to achieve what we call the mini-close. The mini-close is about taking the sales process in stages and to close each customer interaction with a commitment to meet and talk with you again. Using the mini-close strategy in sales allows you to relax the process, enjoy getting to know your customers and using your sales consulting skills to find the best solutions and products for your customers. To master the art of the mini-close, you need strategies. Every sales call should be planned. It should actually be a calculated conversation and should have a meaningful and predetermined goal. Let me share an example. Patricia is selling computer services and IT to medical equipment supply companies. She is working with the new head of finance and he is on the fence…
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