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A Closing Strategy for Success
| Guest post by: Gordon O'Neill |
Article Overview: Closing is arguably the most important step in the sales process. It is your Grail, your target, the meaning of your quest. It is the undertaking that you strive for. Learn how to close a sale correctly, creating ultimate success in your sales career.
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Free Download - How to Sell to the Price Driven Customer By Gordon O'Neill |
A Closing Strategy for Success
Closing is arguably the most important step in the sales process. It is your Grail, your target, the meaning of your quest. It is the undertaking that you strive for.
After all, what is a sale without the close? Simply put: it's non-existent.
I once watched an orientation video featuring the great story Glengarry Glen Ross, in which they outlined their foolproof tactic for directing a sale as follows: ABC
Or, in more detail, Always Be Closing.
This is a terrible closing strategy.
If you are always closing, you are not listening. Closing is an end-stage proposition, not a state of mind you can expect to carry you throughout. It is a place you want to arrive at, not a country whose flag you secretly harbour at all times. Trying to end a sale at every juncture is rude and transparent, and your customers will not only quickly realize your plan of attack, but they will be offended by your lack of interest in their needs.
Remember that not only do you want to close a sale, but the right sale.
Glengarry Glen Ross may not have the best closing strategy, but it does include some logic. They even got honourable mention in the movie Jerry Maguire. Their theory is based around always driving toward the end, and that could not be more accurate.
You must think of a sale (and especially the close) as a bicycle. The rear wheel is YOU, the salesperson. It is the all-powerful "creator of velocity", from which all sales and income radiate. It discharges money, prestige and traffic. Simply put, the bike doesn't roll without this driving force.
This brings us to the front wheel, which is your customer. They will roll if you push them correctly. They are there to be directed; their very function is to be propelled by the back wheel. The front wheel believes itself to be in control, because it decides which direction to take (what to buy). But the back wheel can and does guide it, this is YOUR job.
You should think of the sales tools and tips included in these articles as your pedals. If the bike flows seamlessly, and each part does its duty correctly, there is very little evidence of where the accelerating force originates, and centrifugal force is assumed. This is also true with a sale; allowing the customer to believe that he is in control, while silently directing his motion. That is the higher plane you are striving for.
Let's be clear you're not striving for a trick, gimmick, or swindle. You are directing the customer to help them find the right product, with the required features at the correct price point.
The ability to gently direct the customer is crucial because often times the customer comes to you with preconceived notions about what they think they want. It is your job to show them all of their options and help them make a purchase that satisfies their wants, needs and requirements, resulting in the right sale for the right customer.
Once you can do that effectively, you will find the things you want shockingly close at hand.
Suddenly you're creating customer satisfaction... This promotes customer retention... Which results in building leads through customer generated referrals... This will increase your sales and results in ultimate success.
The Close
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Article Tags: career in sales, closing strategy, closing techniques, how to close a sale, increase sales, sales career, sales proccess, success in sales
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About the Author: Gordon O'Neill RSS for Gordon's articles - Visit Gordon's website He is one of Canada's leading sales and marketing experts in the financial services, insurance, and commissioned sales fields. Through speaking engagements, Gordon has captivated thousands of sales professionals in these fields. Audiences find Gordon to be motivating, inspirational, and thought provoking. By drawing lessons from fascinating real-world examples, he educates and empowers decision makers. As a certified life coach and expert in neuro-linguistics programming, Gordon easily provides the necessary knowledge to make the best business decisions, utilizing his proven sales strategies. Gordon was born into business and started his sales career at a very young age. When he was only 18, he started a career in automotive sales at a large Chrysler dealership in Toronto, where he joined a team of more than 20 salespeople and quickly went from young upstart to top salesperson after just one month. Gordon maintained top status until moving into management. Gordon's unique career achievements include automotive sales and leasing, business management, financial services, insurance, tool and die making, construction, wholesale manufacturing, retail, and landscaping. His background has provided him with the rare opportunity to relate to many different business fields. Gordon also holds certifications in Project Management, Lean Management, and Six Sigma (Black Belt). Gordon's background and career experiences have moulded him into the sales expert that he is today, and he has helped transform the careers of many very successful salespeople. His book Sales Survival is coming out this fall. Sales Survival is a complete guide to a career in sales, including effective communication, sales techniques, customer retention, marketing strategies, and becoming the professional salesperson. Click here to visit Gordon's website   Sales Training Tip of the Day Focus on the Deal in Front of You A Unique Approach to Increase Sales Sales Techniques for the Telephone Sales 101 Product Knowledge Create a Marketing Strategy to Attract Customers and Increase Sales |
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Book: Secrets of Six Figure Women
- Secrets of Six Figure Women: Surprising Strategies to up your earning and change your life
Barbara Stanny, 2002
Jacket:
Maybe you've noticed - a subtle trend is gathering steam. Quietly and steadily, the number of women making six figures or more is increasing, and it continues to rise at a rate faster than for men. From entrepreneurs to corporate executives, from white collar executives to free lancers and part timers, women are forging careers with considerable financial success.
Through extensive research and hundreds of interviews, including dialogs with more than 150 high earners whose annual incomes range from $100,000 to 7 million, Stanny discovered that ...they all had certain traits in common:
1) a profit motive
2) Audacity
3) REslience
4) Encouragement
5) Self-awareness
6) Non-attachment
7) Financial knowhow
She amplifies on these in the book itself.
Table of Contents
Intro: Welcome to the era of the six-figure woman
1. The Queen in the Countinghouse
2. The Lowdown on low earners
3. Raising the bar
4. Strategy 1: The Declaration of Intention
5. Strategy 2: Letting go of the ledge
6. Strategy 3: Get in the Game
7. Strategy 4: Speak Up
8. Strategy 5: The Stretch
9. Strategy 6: Seek Support
10. Strategy 7: Obey the rules of money
11. Claiming our power
Appendces:
Resources and websites
Tips for getting out of dent
Investing Basics: Wealthbuilding 101
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Re: What can you do if your franchise is hit by a scandal?
- GT - Brilliant Strategy...
What can I add? I'm at a loss for words...so I'll shut up now...
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It is really my pleasure being around so many Entrepreneurs and strategic minds. Strategy is something I always loved and eager over every new move. Being a newbie I would need your support and I hope I would get that.
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- Success = Thinking (Head) + Heart (Feeling / Interest) + Hand (doing/ action).
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