Buck Rogers Close

For years I've collected old sales books. One of my favorites is Buck Roger's "IBM Way ." This book was written by IBM's legendary sales manager "Buck" Rogers in the 1960's when IBM was the envy of the world. Though a bit dated this book still has a lot of good information. Rogers offers some good practical advice and some excellent verbiage to use on sales calls. Here is an example of one of Rogers closes

"Look, we've spent a lot of time together and I clearly understand your problem. I think we have the best answer so let's you and I proceed and we'll get this equipment as soon as possible" (We'll get your ads started as soon as possible" in our business)

This is a straightforward, no nonsense close. If you've done your job and discovered the customer's needs and proposed a good solution this is a good way to get the customer to make a decision. In the worst case scenario, you will uncover any lingering objections.

Keep Smiling, Keep Selling!

Thanks Jim Busch