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

---

Separating Yourself from the Crowd (Part One of Two)

Warren Buffet says that insurance is a commodity and price... Read More

Increasing Your Sales FASTER -- Dealing with Ill Think It Over.

Do you frequently hear that from a prospect?"I'll Think It... Read More

Turning Sales Techniques Into Sales Success!

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

4 Easy Ways to Boost Your Sales

Here are 4 easy ways you can boost your sales... Read More

Make More Sales By Creating How To Use It Product Updates

Do you have any idea what your customers have experienced... Read More

3 Steps To Immediately Increase Sales

Want to increase sales within your company? It's not as... Read More

Customers Want You to Ask for the Money

Many years ago, I was the one starting a small... Read More

Increase Sales - Overcoming Barriers

Ever thought to yourself, "If only my team members would... Read More

How to Sell to the Devils Advocate

There is a car commercial running were a husband is... Read More

The 7 Deaths of a Salesman

In sales, you can work one of two ways. You... Read More

10 Expressions to Avoid in Sales Communication

Keeping up with what words are in and out isn't... Read More

Acquired Expertise: Attitude and Confidence

"I recommend the 5.8 GHz Digital Phone, because it suits... Read More

Less is More: Quick Tips to Improve Your Sales

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

Sell Yourself - Sell Anything!

Each of us sells every single day. We are all... 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

Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch

Why are some sales pitches more persuasive than others? Are... Read More

Reaching Goals in Direct Sales

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

You Dont Need Health Insurance!

Seems almost every situation in our lives is centered on... Read More

How To Get Clients To Take Immediate Action

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

Make Your Prospects Speak

You've probably heard people speaking about someone that he was... Read More

The Makings of a Salesman

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

Equal Chance of Winning The Sale? Bah!

Are you going to win this deal? With just less... Read More

How To Achieve Excellence In Sales

Most people are always striving to better themselves. It's the... Read More

Reaching Goals in Direct Sales

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

How to Boost Your Sales Letter Conversion Rate

Emotion and reason mix very well together to make excellent... Read More

Assumptions ? The Hidden Sales Killer

Assumptions can kill a sale. In my sales training workshops,... Read More

Getting People to Buy Without Selling

In my youth I landed a job selling encyclopedias door... Read More

Build Rapport by Mirroring

Traditionally, salespeople look for something in the office that begs... Read More

Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!

Education plus Motivation is a powerful formula. But how do... Read More

How to Maximize Sales by Minimizing Windshield Time

During the late 1980's I was a field sales representative... Read More

10 Ways To Improve Your Sales

1. Determine your current situation. How are you currently positioned... Read More

Closing the Sale - It Doesnt Have To Be Uncomfortable

"The Close" is sales jargon for the bit where you... Read More

More Customers! Less Work!

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