Closing the Sale - It Doesnt Have To Be Uncomfortable

"The Close" is sales jargon for the bit where you ask the customer to make a decision or to place an order. However, it doesn't always relate to sales. Many people feel uncomfortable when they ask someone to make a decision.

The reason people find it difficult is that they hate the word "no" or "I don't want to do it" or even - "I'll think about it." We take it as rejection and most humans just hate rejection.

I'm reminded of the salesman whose wife asked him how well he'd done that particular day. "I got three orders today" he replied- "Get out, stay out and don't come back."

If you've made a good job finding out the other person's needs and presenting how your product or service or idea meets their needs, then closing will be a natural step in your dialogue. The goal in closing is to reach agreement with the other person on the appropriate next steps. It might be about signing an order, or arranging another meeting or a demonstration of your product.

You close when - #1 The customer indicates that they're ready to move ahead either verbally or non-verbally. (A buying signal) - Or #2 The customer has accepted the benefits you've described. The customer might say "I like the sound of that" or "That looks OK to me". They may even be smiling, nodding or looking expectantly at you.

The three steps to closing the sale are -

#1 Review the previously accepted benefits. (When you presented the features and benefits of your product or service you should have checked for acceptance of these benefits.) Now is the time to review these benefits. You might say: "As we've discussed" or "Let's go over what we've agreed so far".

#2 Propose the next steps. This is where you ask for whatever was the objective of your call and is also relevant to your customer's needs. You're asking the customer to make a commitment. However you're also making a commitment to satisfy the customers' needs. You might say - "If you produce a purchase order I can put it through today" or "I'd like to arrange for our engineers to familiarise your people with how this machine will cut your costs".

#3 Check for acceptance. This may sound fairly logical however it's the final part of the closing process and many people avoid it like the plague; primarily because they hate to hear "NO."

You say something like - "Can you arrange that?" or "Is that acceptable?" or "How does that sound?"

You're either going to get a "yes," a "no" or a "maybe" when you ask your closing question. If you get a "no" or a "maybe" then you need to deal with their resistance - and that's another story!

Discover how you can generate more business without having to cold call!

Alan Fairweather is the author of "How to get More Sales without Selling" This book is packed with practical things that you can do to ? get customers to come to you.

Click here now http://www.howtogetmoresales.com and http://www.alanfairweather.com

In The News:


pen paper and inkwell


cat break through


You CAN Be a Great Salesperson!

When you are in sales, you have the choice to... Read More

How To Go Perpendicular In Your Sales Territory

First and foremost are you thinking Strategically? "Do you have... Read More

Finding the Need is Only Part of the Sale

Many of us in sales are taught to believe that... Read More

Knowing Your Customers; Closing the Sale

Just because your business is based in your home that... Read More

Elearning Is Dead - Long Live Blended Learning!

There is little doubt that eLearning has not achieved the... Read More

Get More Clients Now!

Although David has been a graphic designer for a decade,... Read More

10 Blockbuster Ways To Ignite Your Sales

1. Sign-up to win web site awards. When you win,... Read More

10 High Powered Ways To Magnify Your Sales

1. Give your prospects a f~ree trial of your software... Read More

The Top Five Traits of a Successful Salesperson

If you're looking for a successful salesperson to hire, a... Read More

How Do You Use Your Sales Commissions?

What do you do when you have a big sales... Read More

Eliminating Objections to Increase Sales

You want to increase the flow of sales revenue, but... Read More

How to Sound Just Like a Salesperson

Prospect - "So now that I've told you what we... Read More

The Makings of a Salesman

Salesmanship is the force that moves business. Without it all... Read More

Stop Selling! for the Million Dollar Contract

During the introduction of the "Stop Selling!" philosophy, we typically... Read More

Visual Science of Selling

Statistics state that 55% of people judgments are made based... Read More

Sales 101

For many individuals in business the hardest part is selling.... Read More

Five Tips To Increase Your Sales

1. You could end your ad copy with a discounted... Read More

8 Sales Lead Generation Methods

I've been getting lots of email from my readers lately.... Read More

Focus On The Customer: The Only Secret To Closing

People are always looking for ways to close the sale.... Read More

Customers For Life

Who's talking to your customers? Is it your competition? Why... Read More

Increase Your Selling Confidence

1. Be on time. In fact, arrive a few minutes... Read More

Dont Close Your Eyes Or Let Deaf Ears Fall Upon You

To listen to your customer is important, and to hear... Read More

Small Business Computer Consulting Freeloaders? and How to Avoid Them

If you've been in the small business computer consulting industry... Read More

Generate Sales with Lead Generation Marketing Tools

One of the best projects to undertake as an online... Read More

Dramatically Increase Sales With The KISS Test

We've all heard the term KISS at one time or... Read More

Follow-Up Marketing: How to Win More Sales with Less Effort

A study done by the Association of Sales Executives revealed... Read More

Theres a Referral for Everyone

I worked for years as a mortgage loan officer. During... Read More

Turning Sales Techniques Into Sales Success!

The goal of all sales training is not just to... Read More

Reaching Goals in Direct Sales

From surveys and experience, we've noticed many setting excellent goals... Read More

Simple Technique for Isolating Objections

To isolate any objection quickly you can use this effective... Read More

Failed Salespeople Share Similar Traits

We are each responsible for our own success - or... Read More

Sales Strategies: Its Not Who You Know - Its What You Know

We are all in sales. We all selling in every... Read More

Top Ten No Money Promotion Ways That Create New Clients and Fast Sales

Better than offline promotion such as press releases, talks, or... Read More