Closing the Sale

Guest post by: Grant Cardone

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Closing the Sale

Selling and closing are two different arts. I have been doing sales and closing workshops for almost 25 years teaching sales organizations how to be more effective at selling, negotiating, and closing transactions. Many people confuse these two; selling requires you to build value through the features, benefits, and get emotional involvement while the close requires persistence and logic to get your customer to make a decision. Here are my top 10 rules that will improve your chances in the close.

10 RULES That will INCREASE YOUR Chances of closing the deal

1.)Always be seated.Never present your proposal while you are standing. You don’t close the sale that way. Sell on your feet close from your seat!

2.)Always present in writing.Never talk about your proposal without presenting it in writing. Always present with a contract rather than with a conversation.

3.)Always clearly communicate your proposal.Don’t mumble. Clearly ask for the order to close the sale. “Sir if you don’t have any other reservations, sign here.”

4.)Always make eye contact.Make direct eye contact with your customer, be confident and determined to earn the business now not later. Practice this often so that you can maintain eye contact to close the sale.

5.)Always have a pen available.The sales person that doesn’t have pen and contract ready is not a closer. Never be without a pen and contract so that when the opportunity is there, you don’t miss it.

6.)Use humor to relieve pressure.I have never met a closer that didn’t know how to use humor to relieve pressure. I have hundreds of little one-liners to relieve pressureand close the sale.

7.)Always ask one more time!Most sales people never ask for the close one time, much less the 5-6 times that is necessary.

8.)Always have an arsenal of closes available.You need to have closes for every possible stall and objection the buyer can throw at you. It’s human nature to resist a decision. Remember, the buyers don’t make sales,you do.

9.)Always stay with the buyer.Never leave the buyer if possible. You want compression in the close so that the buyer cannot get away from the idea of making a decision. I’ve even traveled home with the customer in order to close the sale!

10.)Always treat the buyer like a buyer.Regardless of the buyer’s financial situation or reasons for not being able to close, always continue to treat the buyer like a buyer despite what they tell you.

Follow these top 10 rules to close the sale and master the art of closing. Remember, if you ever need any help to get you started or even just want more ways to close, check out my Close the Sale app for all smartphones.

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About the Author: Grant Cardone RSS for Grant's articles - Visit Grant's website GRANT CARDONE is an International Sales Training Expert,  and Motivational Speaker whose programs have positively affected hundreds of thousands of people, and organizations worldwide. Grant is also a NY Times and Wall Street Journal Best Selling Author. He is a regular contributor on FOX News and an established writer for Business Week and The Huffington Post. Mr. Cardone has appeared on CNBC, CNN, and MSNBC. His most recent project is a virtual training site that is revolutionizing how organizations train, called www.salestrainingvt.com Grant currently resides in Los Angeles with his wife, actress Elena Lyons and their daughter Sabrina. Click here to visit Grant's website More from Grant Cardone Extending Unemployment Benefits Wont Prepare People for Jobs Closing the Sale Why People Fail Is Poor Customer Service Driving Cyber Activity 12 Tips to Getting a Job in Any Market

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