For Impact


The ‘OPEN’ vs. ‘CLOSE’ Paradox

For Impact Ideas, Sales (Major Gifts) Process | | Tom Suddes

Brian Tracy, one of the best sales trainers in the world, says that 40% of salespeople don’t close. Jack Canfield, of mega-phenom Chicken Soup fame puts the number at 60%.

As the old (and only?) song by the Monkees goes, music_note“I’m a believer…” when it comes to JUST ASK.

However, we have re-framed the ASK (CLOSE) to PRESENT THE OPPORTUNITY (to INVEST, to OWN, whatever).

With that said, I am convinced more and more that it’s much more about the ‘OPEN’, not the ‘CLOSE’, that makes the SALE.

Do a GREAT OPEN! It’s a VISIT, not an appointment. Talk about yourself and ask about the prospect. Then… you can move to purpose of visit.

***In our For Impact Presentation Flow, the OPEN is built around you… them… us. Amazing how many people don’t begin the VISIT talking about themselves and then the prospect before they start talking about the organization.