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The 5 “Secrets” of closing the sale

Written by: Wayne Berry

Article Overview: Knowing when to close the sale is perhaps even more important than knowing how to ask for the order. Discover 5 "Secrets" to closing the sale...

The 5 “Secrets” of closing the sale

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

Related Articles
  CLOSING THE SALE - IT'S HIGHLY OVERRATED
  Sure-Fire Techniques for Closing Sales
  Protecting Trade Secrets when selling your Business
  CLOSING - IT WILL MAKE OR BREAK YOU!
  The Close

Article Tags: best time, building rapport, cliche, developing trust, favourable response, participants, professional job, right time, signals, stress level, time right



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