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

---

The Processionary Caterpillar Syndrome Costs You Sales?

Some years ago I read and interesting story that illustrated... Read More

Do You Have to Be Aggressive to Make Sales?

A few weeks ago I was onsite at a company... Read More

Have You Prepared for Success in Sales?

My wife and I watched the movie Ray a couple... Read More

In Sales The Biggest Rolodex Wins

How many names do you have in your business Rolodex?... Read More

How To Master The Art And Science Of Super Salesmanship In 3½ Minutes Flat!

Dear Friend,You #1 weapon in advertising will always be...Superior Salesmanship.I... Read More

11 Powerful Methods of Sales Lead Generation

Are you searching for new and innovative ways of sales... Read More

Catapult Your Business?How to Get Customers to Chase You Instead of the Other Way Around

I was thinking about the statement:The Small Business Administration tells... Read More

Sales Marketing: 10 Amazing Secrets To Sell Any Product Fast.

Implement these smart sales marketing secrets and you'll be capable... Read More

Failed Salespeople Share Similar Traits

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

More Customers! Less Work!

Wouldn't it be nice if there were an inexpensive method... Read More

In Sales, Words Just Don?t Compute

In studies conducted by Motivational Systems of West Orange, New... Read More

11 Secrets to Leadership in Sales

In his classic book, "Think and Grow Rich", Napoleon Hill... Read More

How To Get Clients To Take Immediate Action

Are you tired of excuses? Looking for a persuasion technique... Read More

How to Master the Art of Salesmanship

I put together this little article because, although basic, we... Read More

How Pareto?s Principle Impacts Your Sales Success

Pareto's Principle {the 80/20 rule) is vividly illustrated in the... Read More

The Unmentioned KEY to Selling

PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST.... Read More

Psychology of Converting a Prospect to Money

If you want a truly successful business, you need to... Read More

Whats Your Sales Training Goal - Exposure or Behavioral Change?

When your company invests in sales training, what is the... Read More

Elearning Is Dead - Long Live Blended Learning!

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

Leverage Avoidance Values for Irresistible Selling

What are values? Values are filters that everyone uses to... Read More

Four Ways To Increase Your Sales Fast... In 2-4 Weeks?

You built a very good web site...You have a great... Read More

Sales and Closing Techniques

One essential criteria of being a successful salesperson is the... Read More

Boost Buyer Confidence By Assuming The Sale

I saw something in town the other day that just... Read More

In Sales - Heres News You Can Use

Here's an idea on how to make reading the daily... Read More

The Business of Closing the Sale Without Killing It

You must be able to coordinate your sales talk to... Read More

Less is More: Quick Tips to Improve Your Sales

I'll be brief. If not ? I'll negate my own... Read More

Increase Your Sales in 5 Minutes

Increase your sales-in five minutes. This article is the third... Read More

Order Takers vs. Sales Professionals

As business owners we all know that in a ideal... Read More

Ten Ways to Super Charge Your Sales

1. Add a no-fee interactive game to your web site.... Read More

Success Secrets Of A Famous Vacuum Salesperson

I have to admit, I have an 'addiction'.Sometimes this addiction... Read More

The Truth About Sale Success!

Bill Brooks of The Brooks Group wrote an article several... Read More

Objections Are Buying Signals? Usually!

How well do you handle objections?The fact is, most people... Read More

Unlocking the Myth of Hypnotic Communication

Unquestionably when the word hypnosis pops-up in a conversation or... Read More