Tweet

9 Steps to Close More Sales

Guest post by: Tony Cole

Article Overview: There are typically three things that salespeople want to know how to improve and these include (1) see more people, (2) manage their time better and (3) close more business.

9 Steps to Close More Sales

Years ago, I was taught that "the close" is an affirmation of the conversations a salesperson has had with the prospect. The problems arise if the qualifying steps were not as strong as they needed to be to set up the closing in an effective way.

Let's do a quick recap of what should have happened during the qualifying process and prior to a salesperson showing up for the close: They should have:

• Built a relationship based on confidence and trust
• Identified the motivation or compelling reason for the prospect to take action
• Had the prospect tell them that they wanted to fix a problem or that they need a currently unrealized benefit
• Come to an agreement with the prospect that they will invest time, money and resources to fix the problem
• Agree to a decision making process that includes:
  1. The salesperson providing a solution that fits their specifications
  2. The salesperson offering a solution that is within their budget
  3. The salesperson answering all of their questions
  4. The prospect agreeing to be prepared to make a decision of yes or no
• Sent an "as we agreed to" letter
• Followed up the "as we agreed to" letter with a phone call confirming the contents of the letter

If, in fact, the salesperson has done these things, then the close should be an affirmationof everything that they've already agreed to. If the salesperson has not executed on these items, there will be trouble at the time of close.

Here are the 9 steps that will help every salesperson close more sales:

1. Make sure that every step noted above in the qualifying process is executed
2. Prepare to be dazzling. Salespeople must prepare completely for the call. They should find their sales manager or their co-worker and role play the call. They should not leave the office to go to the appointment until they have done a run through
3. Review with the prospect the reason for the meeting and presentation:
   • There is a problem that needs to be solved
   • There is an agreed to investment to solve the problem
   • There will be a decision today to either solve the problem or not solve the problem (They will tell the salesperson yes or no)
4. Place their 3-page presentation in front of the prospect:
   • Page 1 - cover sheet
   • Page 2 - list of problems identified in the qualifying process
   • Page 3 - list of salesperson's solutions to their problems
5. Ask the prospect which problem they want to discuss first
6. Provide the solution and answer all of their questions
7. Ask the prospect to rate the solution such as, "On a scale of 1 to 10, 10being perfect, 1 not an option, which is it?" If it is 7 or better, the salesperson is in good shape, but if the prospect does not have all of the information they need, they will now have to ask them "What information do you need to get to a 10?"
8. Proceed through each solution in the same manner
9. When all of their solutions have been presented, they should ask the question, "What would you like to do now?"

If a salesperson has followed the qualifying steps above and executed these 9 closing steps, they will get a decision. But remember, a decision can be yes or a no. Certainly every salesperson wants to hear '"yes" but they should consider a "no" a good option as they are not left with "I'll think it over," which is the worst answer a salesperson can get.

Related Articles
  Insurance Sales Training
  Mars and Venus – Part V. Buyers and Sellers Want to Close the Sale for Different Reasons.
  Small Business Owners - What to Do to Increase Sales in 5 Steps
  Closing Sales Kindly and Efficiently
  The Perfect Sales Tool
  The 5 “Secrets” of closing the sale
  Closing Sales Is Not A Problem, It\'s A Process
  Align with your buyer’s objectives to close sales quickly
  The Four Major Steps in Sales
  Closing the Sale: Assume the Close, But Never the Reason
  Sure-Fire Techniques for Closing Sales
  Smooth Sailing or Storms Ahead ? How to use the Sales Pipeline to predict your future
  Differentiation is the Key
  Sales Success Can Be Just as Simple as the Words You Think, Speak or Wirte
  12 Steps to Implementing Anything in Your Business : Steps Eleven &Twelve: Create and Manage a Final Push Towards the End...
  6 Steps to Become a Better Communicator/Your Online Business
  Help my sales people can’t close sales
  3 Must Have Core Sales Skills
  12 Tips to Close End of Year Sales Fast
  Why You Need A Sales System

Article Tags: close more sales, closing, qualifying, salespeople, salesperson



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: Drop out Billionaire - I reveived Bill Bartmann's DVD "9 Steps To Achieve Any Goal" as part of my monthly pack from Success University a few months back. It is a great presentation. I've watched it several times but not for a while so I'll view it again in the coming week. He is one of the greats. Like the best success mentors, he speaks with authority because he has come through much tribulation. His program sounds like a great bargain at $100 a year.
Hello From Marietta GA! - Hello All! My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
New Guy Here - Automobile Industry - Hi Everyone, My name is Ray and I work as a sales trainer in the automobile industry. I have just completed a new training curriculum for automobile salespeople in the industry. It is called The Baby Steps of Selling Automobiles. I am beginning my marketing efforts through press releases and seminar formats. I joined the community due to my continued desire to work independently creating my own happiness and growth. Thank you for having me and I look forward to more correspondence in the future.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Ten Ways to Make Blogging Work for Your Business

Four Reasons Why Entrepreneurs Should Blog

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.