A – Always.
B – Be.
C – Closing.
To paraphrase this famous scene from Glengarry Glen Ross…“Always be closing.”
The concept of closing haunts chiropractors for a long list of possible reasons from poor self-esteem to misunderstood semantics.
It seems much easier, with far less stress and pressure to just “hope” for a working relationship to emerge from being a good doctor, “telling the story” or in many cases, good luck.
The problem is, and I’ll be as blunt as possible…it doesn’t work.
Aside from the reality that I tried it myself for many years with little success, the research on consumer psychology verifies people don’t just fall into a purchase, it’s a complex decision making process.
If you want to the end result to be a win-win working relationship, you’d better be involved in helping your prospect make a choice that is in their best interest today and for their future.
Instead of “closing” and all the negative attachment you may have to the word itself, go ahead and replace it with “getting an agreement”. You’ll feel an immediate ease and a clearer view of the goal during your sales process (we’ll save your attachments to the word selling for another time).
On this episode we cover the need for authentically closing the loop and getting strong agreements with your potential clients.
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