Putting Your Best Foot Forward

by Tom Hopkins

A perfect ending needs a perfect beginning.

If you truly believe that it is in the best interests of your clients that they own the benefits of your product or service, then you have an obligation to close that sale.

However, closing the sale starts at the beginning of the transaction. We've all had bad experiences where no matter how good our product, service, or presentation is, we know we won't close a certain person because we got off to a bad start with him or her.

Closing begins when you first make contact with your clients. If you are weak on original contact, qualifying, handling objections, giving presentations, or if you are generally weak in asking pertinent questions, you are costing the client, yourself, and your company a lot of money, time, and aggravation. No one closes every sale, but just think of how much better you can become when you put your best foot forward right from the start.