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Over the last 29 years I've trained tens of thousands of sales people across more 14 countries and I am convinced that more than 80% of sales people "blow it" and lose the sale at this vital point in the sales process.
Why? Well there are many reasons and I'd like to share some pointers here with you now that will make you a better closer.
Closing the sale is a vital skill. It's not a time for 'ham-fisted' clumsy closing tactics from a by-gone-era. It's time to use skill and precision and it's possible to double your current conversion with a few refinements"
Closing is not a time for tricky tactics
Closing a sale involves more than telling your prospect to sign on the dotted line. In fact, a bad closing attempt can ruin an otherwise excellent business presentation and dash any hope of making the sale.
Closing really starts at the opening
A successful sale is the result of small commitments gained from the prospect right throughout the whole sales process. It's not some magical question asked at the end of the sales call.
It comes as a result of building rapport, trust and credibility with your prospect all the way through your communication process. It will also only occur when you've taken the time to ask questions that help you understood your client's needs both logical and emotional and then made the right recommendations.
I see many sales people who do not understand this and try to close way before they have gained enough information, trust and credibility with their prospect. As a consequence they blow the opportunity that might have existed to do business, make a sale and perhaps even a nice commission.
Coercive, manipulative questions can also blow the sale
A prospect subjected to coercive questions isn't likely to maintain a long-term relationship with you. No one likes high-pressure sales tactics.
Relationships are built on trust, which is something that can't be established when you're asking glib questions and getting forced responses. Yet I see sales people who have memorised the "101 Clever Ways To Close The Sale" fall flat on their face at this crucial time, because they are trying to use old fashioned coercive closing tactics that have no place in today's selling.
Timing is important when it comes to closing
Recognizing when to close is perhaps more important than knowing how to close.
Knowing when to close is largely a matter of knowing when your prospect is ready to buy, which he or she will subtly indicate by doing such things as leaning forward and listening intently, writing notes while you speak, agreeing with all your points, requesting another person join the conversation.
These are called Buying Signals
And these are just a few of them. There are many more and you need to know how to recognize them.
Once you see a Buying Signal should you close?
Well yes you should "shift gears", but asking a "Closing Question" right now could be the worst thing you could do at this time. Sounds a bit strange I know, but this is where I can probably help you to..
Double your chances of closing the sale
I said earlier that often it's just a slight adjustment to what the average sales person does that can turn them into a "Top Gun" in sales and double their conversion ratio. This is one of those subtle adjustments which is understood by very few sales people.
Over the last 29 years I've trained tens of thousands of sales people across more 14 countries and I am convinced that more than 80% of sales people "blow it" and lose the sale at this vital point in the sales proce...
If you're like me, you make lists fairly often. You probably have a to-do list, and another list of what you must buy at the grocery store, and the drug store, and so on.
When you have your own home business, often it is difficult to stop and take a break. While there are definitely many benefits to working from home, you'll find that it is a bit more difficult to get away from your ...
Closing sales is considered an art by most, a craft by many, and a science by those who recognize that there are actually invariable rules and a set of specific tools that enable a salesperson to consistently close ...
George Ludwig
George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance.
Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson.
His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more.
George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website
Kim Castle
With nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation.
BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them?
If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website
Vwodek Wojczynski
Business Coach and Consultant Vwodek Wojczynski (pronounced Voy-chin-ski) brings fun, awareness, accountability and fresh perspectives based on his diverse experiences in life and business.
Born in Poland and educated in Greece and Canada, he is trilingual with 8 years experience in business development with clients in Canada, USA, Switzerland and Poland.
His approach is systematic and process-driven. He fuses the know-how of proven business methods with his commitment that entrepreneurs experience satisfaction and joy based on their values, motivations and strengths. He believes that businesses succeed based on their ability to generate value by providing what’s needed and wanted.
Ultimately, he trains executives and true business owners - people who work less, produce more, own businesses that run automatically after a while and make a difference globally.
His current research focus is the development of intelligent business systems and the application of emerging artificial intelligence technologies in business.
He is also an avid traveler, spoken word performer and visual artist. He resides in Toronto, Canada. - Visit Vwodek Wojczynski's Website
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Wayne Berry
(Visit Wayne's Website)
Wayne Berry CSP* is Australia's own TOP
GUN Sales Coach and most in-demand speaker
on sales, negotiating and sales
management. He is ranked in the top 7% of
professional speakers in the world by the
USA based National Speakers Association.
He is a best selling author and one of
Australia's best known speakers. His four
books, “Negotiating In The Age of
Integrity”, “How To Get The Best Deal
Every Time”, “How To Get The Best Sale
Every Time” and “How To Lead and Motivate
A TOP GUN Sales Team” are now sold in 13
countries.
He speaks more than 200 times each year at
conferences around Australia, New Zealand,
Asia, and at programs arranged by his TOP
GUN® Business Academy. This year his
seminars and workshops will be attended by
more than 20,000 sales and business
people.
He has also recorded more than 40 audio
and DVD video programs on selling, sales
management and negotiating.
He has shared the platform with Tom
Hopkins, Brian Tracy, Zig Ziglar, Earl
Nightingale, Dr Norman Vincent Peale, Dr
Denis Waitley, James Rohn, and many, many
other internationally renown speakers.
Wayne Berry Video - Successful selling today requires the skills of being able to build successful relationships. This video explains how to do that by Wayne Berry.
Wayne Berry's
Complete
List Of
Sales Articles
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