Teaching “The Close”
Training sales people was one of the most rewarding parts of my job at the furniture company. Every six weeks (or so) I would receive a fresh batch of hires needing to learn how to sell furniture. If they didn’t sell, they didn’t earn a paycheck. Because of this unforgiving logic, I considered my time with them imperative.
Furniture University (FU for short) was often filled with people who had never sold anything for money. They had been on the job for a few days or, at best, a few weeks learning the processes and products. The ones who “got it” ate up the material. The ones fearful of rejection found an excuse for everything I taught.
The process that I focused on was one of specific dialogue. It was wrought with one-liners, questions, and strategy (I can’t take credit for the sales process, that came from my teacher/employer/mentor; the real salesman). The coup de grâce of this sales process was the closing question: