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Sales Training Closing the Sale

Written by: Colly Graham

Article Overview: More books have been written on closing than any other function in the sales process. At each stage of the sale we get commitment to move forward so that when it comes time to ask for the decision it is a natural, logical and positive outcome. The commitment advances the sale The commitment must be to take an action; without getting a commitment on action the sales process will only go into “continuation” That is, it will potter on and on, till it finally peters out.

Sales Training Closing the Sale

Five Requisites

1. A Recognised Need
Customers will only buy if there is a recognised need
This is demonstrated when you ask questions to uncover the problem

2. A Viable Solution
A viable solution, which will change the status quo.
When you link benefits to solutions.

3. Value Must Justify Cost
Cost justification is the basis for every strategic decision. The need is never enough to justify a decision to proceed and a viable solution doesn’t mean customers can justify the cost. Perceived value must justify cost.

4. A Sense of Urgency
You’ve heard the phrase, “if it isn’t broke don’t fix it”
What will it cost not to proceed right now?

5. The Authority to Buy
Most sales fail because the person you ask for the commitment hasn’t the authority to buy!

Four Keys

1. Know the Status of the Opportunity
Does the customer like the proposal?
How does it compare to other solutions?
What are they willing to pay?
What are their outstanding concerns?
Ask for their business – attempt a trial close
“Tell me, is there any reason why we cannot proceed to-day?”

2. Not Ready to Close
A sales represents a mutual exchange of values you may need to negotiate to win.
“Tell me, if we can agree on …………………….is there any reason why we cannot proceed to-day?”

3. Restate Your Value
In large sales where the customer is expected to assimilate lots of information some of the early discussion and commitments may be forgotten. Restate how the investment is adding value by solving the problem obtain agreement that this investment will add value to the customer’s business.

4. Emotional Reassurance
Many purchases are highly emotional and can involve the internal politics of a business. Build rapport and use empathy.
“What can we do to convince you?”

Related Articles
  Handling the Greatest Source of Failed Closes
  What Makes A Great Sales Training Book?
  CLOSING THE SALE - IT'S HIGHLY OVERRATED
  A \"Closing Sript\" Is A Sales Myth
  Sure-Fire Techniques for Closing Sales

Article Tags: commitments, emotional reassurance, empathy, internal politics, justification, mutual exchange, phrase, proposal, requisites, sense of urgency, viable solution



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