Sure-Fire Techniques for Closing Sales
Sure-Fire Techniques for Closing Sales
While there is no question that the “close” requires a set of finely honed tools in itself, many of the secrets to closing sales consistently lie more in the opening and the development of the sale than they do in the actual closing of it.
You will find that a prospect who has been properly opened, and who is thereafter willing to communicate freely with his salesperson; who has confided to his salesperson what he most needs and wants out of the product or service being offered; and has been clearly and simply presented the features and benefits of the product or service in a way which closely parallels the needs and wants the prospect has for that product or service – will ordinarily not be difficult to close.
And even on those occasions when closing sales does turn out to be a bit difficult, a salesperson who has earned the trust of his prospect and has discovered the prospect’s true desires and needs for his product, is in a very powerful position to smoothly and effectively close that sale.
A salesperson’s attempts at closing sales on prospects who have not had these preliminary essentials properly put into place will often find their closing efforts to be stressful, strenuous and often unsuccessful.
There are specific tools available which enable the salesperson to:
* easily open his prospect;
* get the prospect to confide his needs and wants;
* routinely lead the prospect through an effective, if not dazzling presentation; and
* consistently bring the prospect to the point of developing strong enough interest in the product or service being offered, to want to acquire it.
To be closing sales in high volume on a consistent basis, one needs to get these pre-closing steps properly in place. But one not only has to have the workable tools that move a prospect up to the point of closing, one also needs to have the tools which smoothly lead the prospect through the close. And when the close is not going smoothly, he needs to have the powerful tools that enable him to handle any and all objections that might arise along the way.
In the sales training manual, HOW TO SELL – Clear and Simple (www.HowToSellClearAndSimple.com), you will not only discover a simple set of ultra-workable objection-handling tools, but you will discover as well, a thorough listing of every tool needed to move the prospect from the opening stages of the sale up through the successful close – all laid out in a surprisingly easy to digest manner.
While the name of the game might be “closing sales”, the time to begin putting your closing strategy into motion is way before you reach the close. The time to begin putting your closing strategy into motion is at the very beginning of the sale, just before introducing yourself to your prospect! You will find that this strategic approach is the most winning approach there is, in the long run, for consistently closing sales.
(c) 2004, 2005, 2006, Harry Frisch, STI Publishing. All Rights Reserved.
SureFire Techniques for Closing Sales - To learn more about this author, visit Harry Frisch's Website.
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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 sales in high volume.
While there is no question that the “close” requires a set of finely honed tools in itself, many of the secrets to closing sales consistently lie more in the opening and the development of the sale than they do in the actual closing of it.
You will find that a prospect who has been properly opened, and who is thereafter willing to communicate freely with his salesperson; who has confided to his salesperson what he most needs and wants out of the product or service being offered; and has been clearly and simply presented the features and benefits of the product or service in a way which closely parallels the needs and wants the prospect has for that product or service – will ordinarily not be difficult to close.
And even on those occasions when closing sales does turn out to be a bit difficult, a salesperson who has earned the trust of his prospect and has discovered the prospect’s true desires and needs for his product, is in a very powerful position to smoothly and effectively close that sale.
A salesperson’s attempts at closing sales on prospects who have not had these preliminary essentials properly put into place will often find their closing efforts to be stressful, strenuous and often unsuccessful.
There are specific tools available which enable the salesperson to:
* easily open his prospect;
* get the prospect to confide his needs and wants;
* routinely lead the prospect through an effective, if not dazzling presentation; and
* consistently bring the prospect to the point of developing strong enough interest in the product or service being offered, to want to acquire it.
To be closing sales in high volume on a consistent basis, one needs to get these pre-closing steps properly in place. But one not only has to have the workable tools that move a prospect up to the point of closing, one also needs to have the tools which smoothly lead the prospect through the close. And when the close is not going smoothly, he needs to have the powerful tools that enable him to handle any and all objections that might arise along the way.
In the sales training manual, HOW TO SELL – Clear and Simple (www.HowToSellClearAndSimple.com), you will not only discover a simple set of ultra-workable objection-handling tools, but you will discover as well, a thorough listing of every tool needed to move the prospect from the opening stages of the sale up through the successful close – all laid out in a surprisingly easy to digest manner.
While the name of the game might be “closing sales”, the time to begin putting your closing strategy into motion is way before you reach the close. The time to begin putting your closing strategy into motion is at the very beginning of the sale, just before introducing yourself to your prospect! You will find that this strategic approach is the most winning approach there is, in the long run, for consistently closing sales.
(c) 2004, 2005, 2006, Harry Frisch, STI Publishing. All Rights Reserved.
SureFire Techniques for Closing Sales - To learn more about this author, visit Harry Frisch's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge 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 |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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