Problem: As trainers, we see this scenario played out time and time again. Salespeople seem to have lost the ability to close!
Analysis: Selling, from a technical/skill perspective, has gone through a major transition. Years ago, salespeople were taught what we might call the CHAOS System of Selling, the Close Hard And Often ystem. Pound away until you get the order, be extremely persistent, manipulate if necessary, and use one of the many canned closes that worked so well back in the 1950’s. (“If I could show you a way, would you buy it today?” is a typical example of an outmoded close.)