The Ultimate Sale

The shrewd guess, the fertile hypothesis, the courageous leap to a tentative conclusion
– these are the most valuable coin of the thinker at work...... Jerome S. Bruner

A soft sales close is a technique used in sales to gently encourage a prospect to make a decision or take action without applying direct pressure. Unlike a hard sale close, which can be more aggressive and direct, a soft close focus on building rapport, addressing concerns, and guiding the prospect towards a decision in a subtle and respectful manner.

Buyers amass information that helps them justify their strategic decisions, with a soft close you can win the ultimate sale. A soft close can based on a suggestion that leads a buyer into believing they are acting of their own free will, when in fact they have been directed to follow an action.

A soft close technique like “If you spend another $Y, you will receive an additional X% off the entire order” can give you the winning sale.

Asking Open-Ended Questions, Soft closes often involve asking open-ended questions that encourage the prospect to share their thoughts, preferences, and objections. This helps the salesperson address any concerns and tailor their approach accordingly.

Trial Closes, instead of directly asking for the sale, the salesperson may use trial closes to gauge the prospect's interest and readiness to move forward. For example, they might say, "How does that sound to you?" or "Would you like to explore this further?"

Why Sales Win
The strategic values for buyers include :
1) Increasing revenues
2) Decreasing costs
3) Gaining a competitive advantage
4) Standardizing operations in order to reduce risk

Why Sales Fail
1) You can’t clearly explain how your solution helps the buyer’s business
2) You are too self-centered
3) You don’t alleviate the risk of buying your solution
4) You can’t establish a personal connection with the buyer

Overall, a soft sales close aims to create a positive buying experience for the prospect while gently guiding them towards a decision that aligns with their needs and interests.

Make the Ultimate Sales

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