The 5 “Secrets” of closing the sale

Guest post by: Wayne Berry
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How sales professionals can use the iPad2 as a serious business tool - By Wayne Berry

I was speaking at a seminar recently about the “Secrets of Closing The Sale” and how closing the sale was highly over rated.

Here's why I feel this way and here are 5 tips for effectively closing the sale.

1. It's more important what you do BEFORE you close the sale than how you ask for the order.

You see if you've done a professional job in;

* Building rapport
* Developing trust
* Asking questions and understanding your prospect's needs
* Making the right recommendation

then closing will be easy. Unfortunately a great many sales people fail to handle these steps professionally, which is why closing is so hard for them.

2. Knowing WHEN to ask for the order is the real key to getting a favourable response.

Often when I ask participants in my workshops, "When is the right time to ask for the order?" I get answers like, "Anytime!", "All the time!", "Right from the start!" These are cliche answers from a bygone era of selling.

Frankly the best time to ask for a commitment is when you know that your prospect has already bought what you are selling... in their mind.

How can you tell when they have already bought?

By recognising buying signals which are anything your prospect says or does which indicates they have already bought.

There are 6 buying signals which I teach sales people to watch out for. If you know what to look for closing becomes easy.

3. Knowing how to use a TRIAL CLOSE to test whether your prospect is HOT or COLD (ie. have bought or not bought yet) is another major key.

I find a lot of sales people don't know the difference between a trial close and a close. It's vital to know the difference and NOT use a close before you've confirmed that your prospect is ready to make a commitment. If you do, they will feel pressured and the stress level will go up. Use a Trial Close instead. (Do you know the difference? If not find out!

4. Knowing HOW to ask for a commitment without pressure and feeling stressed or creating stress for our prospect, makes closing easy and natural.

Once you know it's time to ask for a commitment you don't need any clever tricky closing techniques.

A simple question to gain commitment is all that's needed. I teach sales people 10 simple questions which can be used to Close the Sale without creating stress

5. Knowing how to HANDLE OBJECTIONS if they come up and then asking again.

The "hidden" ones are the hardest to handle because they are un-stated and covered by excuses. Learn how to smoke out these hidden objections.

So there you have it, 5 tips to make closing the sales easy.

Have a great week, make it a great week.

Wayne Berry

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How sales professionals can use the iPad2 as a serious business tool - By Wayne Berry

About the Author: Wayne Berry

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Wayne Berry CSP* is Australia's own TOP GUN Business Sales Coach and most in-demand speaker on sales, negotiating and Sales Management Training. 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.
Click here to visit Wayne's website.

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The 5 Secrets of closing the sale

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