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The Close

Guest post by: Todd Willard

Article Overview: Just a quick look at a few different closing techniques with regards to sales.

The Close

I am often asked, what is the most effective "closing technique" that can be used when closing an opportunity.

While there are many closing techniques that have been taught over the years, we have had a tendency as sales trainers, sales managers and executives of trying to "hide" the closing question by utilizing various "techniques" on how to close.

Many techniques that have been shared are effective when closing, but I would recommend a straight-forward question that I refer to as a "direct closing" question such as: "Would you like to buy it?"

However, in the event you have a buyer that is sitting on the fence in terms of making a decision, then the "Ben Franklin" closing technique can be effective. With this closing technique, you will list the advantages of doing business with your firm vs. the advantages of doing business with the competitor - in hopes of demonstrating for the buyer how many more advantages you have on your side of the ledger. This is designed to get them off of the fence and hopefully make a decision in favor of your organization.

Keep your closing question simple and direct in most instances and you will find it to be the most effective way to close.

WILLARD'S WISDOM

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Article Tags: executive sales, sales, sales meetings, sales training



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