Comments on: Fear,The Greatest Enemy of a Closed Sale http://www.tomhopkins.com/blog/objections/fear-the-greatest-enemy-of-a-closed-sale/ Selling Skills | Sales Training | Close More Sales | Increase Sales Revenue Tue, 08 May 2012 09:04:50 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Harold Van Woeart http://www.tomhopkins.com/blog/objections/fear-the-greatest-enemy-of-a-closed-sale//comment-page-1#comment-33 Harold Van Woeart Fri, 26 Feb 2010 15:33:35 +0000 http://www.tomhopkins.com/blog/?p=33#comment-33 This is one of my favorite posts as it is classic Tom at his most insightful best! It furthers one of Tom’s key sales principals that people must “like you and trust you” before they will do business with you. So, overcoming one’s personal fears is, for me, the first and most important step anyone must take before they could ever settle any client fears. Personal fears are overcome by developing expert knowledge of one’s products, services and markets; then developing your skills to demonstrate that expertise in an easy, comfortable yet reassuring manner to your clients. The most profound and important perspective in this article is probably the last: “When you’ve satisfied yourself that this decision is in their best interest, then it’s your duty as an expert in your industry to convince them that this decision is truly good for them.” Most salespersons falter at this last crucial step in closing the sale because it is the greatest fear that they never learn to master, nor overcome. This is one of my favorite posts as it is classic Tom at his most insightful best! It furthers one of Tom’s key sales principals that people must “like you and trust you” before they will do business with you. So, overcoming one’s personal fears is, for me, the first and most important step anyone must take before they could ever settle any client fears. Personal fears are overcome by developing expert knowledge of one’s products, services and markets; then developing your skills to demonstrate that expertise in an easy, comfortable yet reassuring manner to your clients.

The most profound and important perspective in this article is probably the last: “When you’ve satisfied yourself that this decision is in their best interest, then it’s your duty as an expert in your industry to convince them that this decision is truly good for them.” Most salespersons falter at this last crucial step in closing the sale because it is the greatest fear that they never learn to master, nor overcome.

]]>