“It’s like knowing when to

  walk away from the table”

–A worldclass sales professional on the subject of closing a sale

     “…know when to hold ’em, know when to fold ’em…” goes the old country Western song about gambling card players. Well, it happened today and served as a good reminder. No, I didn’t lose at cards. I UNclosed a sale I thought was closed by stepping back and politely away.

     I felt like Jimmy Durante stepping back softly through the spotlights at the end of each show, tipping his hat and wishing Mrs. Calabash goodnight, wherever she was? You’re too young for that? Well, I’m sure it’s someplace on YouTube. The point is there are times when it’s best to UNclose a sale. Driving a prospect into commitments she or he really isn’t ready or able or willing to make will surely backfire.

     There are also a lot of wonderfully well-intentioned people out there who can waste your time, energy and money by stringing you along with maybes. half-hearted commitments, and (every lawyer’s favorite word) delays. Sales professionals (and that means you if you run your own business or professional practice!) do not have time, energy and money to waste.

     So how do you know when a convincing, engaging, personable, charming prospect isn’t serious about buying what you have to sell? You ASK! It’s that simple. If a person IS a serious prospect, he or she will not be put off at being asked to affirm that interest. If NOT, that person will say so or be insulted and walk away (which is just a huffy “NOT”). And, in fact, the “Are you serious” question will often kick up the real reasons for hesitating to commit, which puts the evasive target you need to hit smack in your lap! (Ouch!)

     I had what I thought was a hot prospect–after six weeks of three personal visits, three email exchanges, and four telephone calls (all positive and encouraging)–who accepted completely my well-founded assertions that I could double her business sales at no added expense except my easily-affordable fee.

     And today, I asked if she was serious and ready to get started. She started hemming and hawing about needing her husband’s approval and that he thought he could do what I do and they would save the fee. I agreed. I told her that was great, a genius move, thanked her, and did my Jimmy Durante act.

     Another couple of weeks worth of of maybes would snap the old rubberband. It’s all about opportunity loss when you get yourself wrapped up with a foot-dragger who has some other agenda besides buying from you! This unclosed sale beat three closed sales. And I didn’t have to bet the farm!

# # #

Input welcome anytime:

Hal@TheWriterWorks.com or comment below.

Thanks for visiting. 

Go for your goals, good night and God bless you!