Selling Vs Closing:

Same thing right?

Wrong!

You are going to find different definitions for these two words. Maybe exchanging money for something, or even the act of putting a price tag on something and laying it on a table.

However when it comes to true salesmanship here are my definitions:

Selling is the process of building and communicating value in a product that someone needs, in order to overcome their natural buying resistance.

Closing is the final step in the sales relationship where the salesman leads the buyer into agreeing to the sale and exchanging money for the good or service being sold.

Selling is building value, closing is inducing action.

Often your prospect won’t close the first time you try to close them, in which case you gotta go back and re-sell the three 10s, as Jordan Belfort (like him or not, he is a brilliant salesman) would say: Your product, your company, and YOU, and then close them again.

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Want to learn how to close like a BOSS for “The Greatest Health Care Product” around (RIP Barry Anderson)? Go to EVEREST Boot Camp.

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