The whole concept of closing brings with it many myths.  These myths are perpetuated by old schools of selling; they placed a heavy emphasis on this particular stage of selling.  What’s worse, many are a little intimidated to challenge the old conventional methods of selling.

Well, not today.

I can still hear Alec Baldwins voice in my head: “Follow the ABC’s of closing; A – Always, B – Be, C – Closing.  Always Be Closing; Always Be Closing!”  Interesting statement.  If he had said “Always Be Trial Closing,” I mighttend to agree. That would simply allow you to confirm where in the buying cycle your client may be.  That is not the intent of this myth, however. This myth refers to the belief that the more you ask for someone’s business, the better your chance of getting it.  It’s an interesting thought, but unfortunately, it’s categorically false.

Please don’t get me wrong.  This theory was not always false.  There was a time when orange leisure suits were in style, and pet rocks ruled the world… but that’s in the past.  Customers have gotten a lot smarter, and the bombardment of closes will not assist you in closing today’s buyers.  As a matter of fact, it will most likely work against you.

Xerox once commissioned a study looking into this exact point.  The results were astounding, and they taught us a few things.  First, a commitment line began to emerge right around the $100 level.  When a salesperson attempted to close on items that cost less than $100, their chances of gaining a commitment actually increased by 4% with each close that was used.  This might explain your weakness when shopping and making impulse purchases on smaller, less expensive items.

However, once the price of the commitment rose above $100, something amazing happened.  If customers were not ready to buy, they began to withdraw… quickly!  In fact, if the response to the salesperson’s close was “no,” the chances of gaining a commitment from the customer immediately fell by 24%!  I’m surprised the number wasn’t even higher.

Why?  A lot of it has to do with ego.  Many customers feel that once they have said “no” to something, they will appear weak or feel manipulated if they were to say “yes” later.  There is a kind of power to saying “no” to a salesperson.  The customer is left thinking, “I said ‘no’ and I’m not letting some fast talking, smooth salesperson change my mind.  I said ‘no’ and I’m sticking with ‘no’!”

The customer “digs in,” not wanting to feel manipulated into saying “yes.”  The salesperson “digs in,” not wanting to take “no” for an answer.  Someone is going to lose and give in, and neither party wants it to be them.  It becomes obvious that by accepting this myth of “always be closing,” you are taking an unnecessary gamble.

For the record, I’ve never been a fan of sales books or seminars that focus solely on closing techniques.  Why would you want to only focus on learning the “tricks” of closing?  You have to earn the right to close, and to ask a customer for a commitment.  Instead of spending the entire day obsessing on closing techniques, I’d rather use that time learning how to earn the right to ask for someone’s business.  To this day, I get queries about whether I have any interest in teaching seminars dedicated solely to closing.  The answer is always the same: “no.” Rest assured, I will never do it.

What do you get when combine energy, enthusiasm… and great content?  You get a “Pocket Sized Pep Talk!”  Tune in and you’ll hear a collection of BLArticles®, conversations, and interviews that are sure to teach, motivate, inspire, and dare I say, entertain!   https://podcasts.apple.com/us/podcast/pocket-sized-pep-talks/id1497772972

I recently appeared on, “It’s Not Rocket Science! Five Questions Over Coffee,” a fun podcast with Stuart Webb.   You can listen to the podcast here:

• On Facebook com/INRSFQOC
• On Linkedin – com/posts/stuartwebb_a-sought-after-speaker-and-best-selling-author-activity-6858787689332920320-zhxC

If you are looking for something to listen to on your next coffee break you might enjoy this brief chat between me and Tom Bailey, Founder of Succeed Through Speaking and the Succeed Through Speaking podcast. Listen closely if you would like some high value ideas to boost your business results.

• You can read the transcript here – https://bit.ly/3BOfU7o
• You can watch the podcast here – https://youtu.be/w-QgGvweE2M
• You can listen to the podcast here – https://apple.co/2YVGWuN

I Zoomed my way to India to speak with Motivational Diaries, and Ashish Janiani.  We spoke for about 30 minutes about sales processes and training for success.  Sales Process To Sales Success || Interview With Robert Jolles – YouTube

If you want to read some “Life Lessons” I was able to share in a recent interview, you’ll find them here:  https://worldclassperformer.com/short-life-lessons-from-robert-jolles/

I had the pleasure of appearing on Robert Miller’s, Follow Your Dream Podcast and thoroughly enjoyed the discussion.  We go way back in this conversation to my first memories of performance… at age four!  I’m sure you’ll enjoy it!  https://follow-your-dream.simplecast.com/episodes/rob-jolles-superstar-salesman

I also mixed it up with a wonderful podcaster, Terry McDougall on her Marketing Mambo show.  As she puts it, we “Cha-cha-chatted!”  If you want to hear sales and marketing go toe-to-toe, you’ll enjoy this show. https://www.buzzsprout.com/1569061/8172686-the-art-of-influence-in-sales-and-marketing-with-rob-jolles

I recently did a podcast with a wonderful, new, and up-and-coming star named Jahmaal Marshall.  His podcast is called, “Listen Then Speak.”  I’ve done a lot of podcasts, but we got into topics I rarely talk about, and I’m quite sure you’ll enjoy the show!  https://podcasts.apple.com/us/podcast/listen-then-speak/id1550684472

I’ve appeared on the “Small Business Advocate Show” with Jim Blasingame for almost 20 years now, and you’ll find dozens of our conversations on his website.  We just sat down a few weeks ago for a great conversation about selling fundamentals and the strategic use of stories.  Here’s a link to over 100 interviews done over the years, including my most recent interview that explores our many behaviors we display that are based more on a default mechanism than actual logic. https://www.smallbusinessadvocate.com/small-business-experts/rob-jolles-134

We posted a video series on delivering amazing online presentations with my friend, Jeremy Webb.  We go over some great stuff including:

• How to Select the Best Equipment for Online Presentations
• Pro Tips for Sustaining Interest in Online Presentations
• How to Look Like a Pro!
• Public Speaking Anxiety Tip
• Virtual Office Setup for Online Presentations

You’ll find the whole playlist here: https://www.youtube.com/playlist?list=PLRO7BsBDl6oL-6ZPW3O01x-g5PiR38ljL

I was recently interviewed on the “Salesman Podcast,” which was a lot of fun. If you’re looking to Change Minds, check out this podcast: https://www.salesman.org/the-simple-step-by-step-process-to-influence-anyone-with-rob-jolles/

I loved talking about the book, Why People Don’t Believe You on a podcast that I’m sure you’ll like called Onward Nation: https://predictiveroi.com/podcasts/rob-jolles/

After 30+ years as a professional speaker and trainer, one of the most common questions I get is this: “How do we make sure the training sticks?”  Take a moment and listen to this podcast; “SalesChats” with John Golden.  If you want to know why most training fails, listen up! https://www.youtube.com/watch?v=KR3dDOlTK7U&list=FLxBXKhqz0xBwbUPMqNthAJA&index=2&t=1293s