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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.
When I first got into selling I was told that to be successful I would have to learn how to CLOSE the sale. Indeed in that company, there was an elite group called "THE CLOSERS".
This was a small...
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 ...
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...
David Barr
David Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business.
David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr'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.
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