Closing sales

There comes a time in a sales conversation when you just have to sitdown, shutup and listen. I still have difficulty accepting the fact that the customer is sold and has made up his mind about the product and the vendor and I should just let him coast to a close.

The other day was interviewing someone for a business development position and thought the candidate had the right attitude and possibly even the right mindset, but acted too much like a sales person. I kept on thinking about what was it that bothered me about him and then realized that a great salesperson does not act like a sales person.

Recommended reading - Closing the complex sale.

Adnan (Ahmed - not Haider) now runs the BMW agency for the Dewan's in Karachi - his two cents - It is all about followup.