Q: Is the one-call close still feasible in selling replacement products?

A: You're buying a car. After much conversation, you pick the model and options you want. Then you turn to the salesman and say: “Get it to me when you can.”

Crazy? Of course. When we want something, we want it now. The key word: want. If a salesperson hasn't convinced me that I want his product, I ain't buying on a one call close or a 50-call close.

However, if the salesperson has helped me realize I want or need that product, then I say let's get it on.

Not everybody buys this way, of course, but most do. And you do all you can to convince folks to buy right then and there. If they have a reason for not buying right away, I'll work to remove that reason. If it takes days, weeks, or months, I still want their business. But I'm not selfish enough to believe their not buying means they want to spend more time with me. They want my product today; they need me to convince them they want it. That's why folks talk with a salesperson. —Phil Rea has conducted more than 13,200 in-home sales calls and trained more than 1,750 salespeople. For more information, please call 866.441.7445.