Learn How To Close The Sale Without Selling

Have you seen the salespeople that seem to make sales with absolutely no effort – to the point that you don’t even realize that they are selling something? Often, they have a business card with some specific and generally upscale title, such as account executive or similar. They certainly are not hiding anything, they are selling and everyone knows it.

It makes everyone watching stop and wonder: how does he or she do that? They are essentially selling the product or service by not actively selling it. Instead of what we think of when we hear the word selling, they are doing something totally different.

If you watch them, you will see how they let the other person talk, and they don’t try to force someone to buy a product or service – do you see how this puts the prospect at ease? Through this kind of talk, they find out what the prospect needs and wants in the product or service that he or she may purchase. They are engaging the prospect and customer in objections, likes and dislikes of the product or service.

By talking to the client, the salesperson makes sure that the product or service that is for sale can meet the needs of the client. On the surface, it does not look like these people are selling at all, but they often make more sales than more ‘standard’ or ‘typical’ salesmen, and the products and services are often a better fit because they have taken the time to get to know the customer.

Dave Roth runs http://www.elitecrmsoftware.com which is a site devoted to educating salespeople about various, crm software that's available on the market today. The site reviews and discusses the more popular commercial solutions.