The Business of Closing the Sale Without Killing It

You must be able to coordinate your sales talk to service whatever step in the selling process the customer has arrived at in their mind.

Remember, the five fundamental states of mind that comprises the selling process are curiosity, interest, conviction, desire, and decision and action.

While you are giving your sales presentation pay strict attention to how your prospect responds to your sales talk. Of course, if the prospect is already at the second or third stage of the selling process, you should move on to the next stage.

Always try to find out what the prospect wants most out of your goods. Some people will be interested in every aspect of your proposition. Some will choose one, or two things that are of the greatest value to them.

Say a salesperson is selling a popcorn machine and they have told the customer all the benefits of owning one.

Salesman:
"Mrs. Jones, this popper cleans up in a breeze. All parts except the stand can be immersed in water and dishwasher safe, so it will be easy to keep clean. This machine will leave few kernels unpopped. In fact, each tasty morsel will be plump and wholesome. Our little popper does the job of some of the more expensive brands on the market and at a third of the price. And it will not only produce the best tasting popcorn, it will save you time, energy and money."

Mrs. Jones:
"Did you say the popper comes apart and each piece can be immersed in water?"

Salesman:
"Yes Mrs. Jones, everything but the stand. All of the parts to the popper come apart for easy clean up. They can be washed in your kitchen sink, or dishwasher. This will do away with greasy build up since it only takes a little soap and water to clean it and no elbow grease."

Mrs. Jones:
"How much is it?"

Salesman:
"It regularly sells for $19.95, but we've reduced the price for our grand opening. Your price today is just $15.95."

Mrs. Jones:
"I'll take two of them. One for my mother and one for myself."

Salesman:
"You've made an excellent choice Mrs. Jones."

The salesman picks up two popcorn machines and goes to the cash register to type up the order. He stopped selling because he closed the sale.

In the above example Mrs. Jones was most interested in the easy clean up. The money she would save was secondary, or of little concern, if any. She was mainly interested in how easy the popcorn popper was to clean because that saved her time and energy.

How do you test to see if a prospect is ready to buy?

You must give the prospect a chance to show how he feels about your proposition. Some customers will make it known to you that they are ready to buy, still another customer may be ready to make a purchase, but hides this from you. The best way to find out if this type of prospect is ready to buy is to give a closing appeal.

Ask a question, such as, "How many of these can you use Mr. Smith?" or, "We can fill your order immediately." or, "What sizes will you be needing?" This tests the prospect's interest and gives them a chance to buy.

Don't make the mistake of asking the prospect how they feel about your proposition, or "Don't you think you should buy this widget?" The answer will probably be no.

If after all this, you discover the prospect is not ready to buy, no harm is done. But you have implanted the suggestion of buying on their mind. How this plays itself out depends on what you say next. The prospect's interest in buying could grow, or fall flat. Start the selling process again from the beginning. Because until the prospect is ready to buy, you are not through selling.

There is a danger in moving on to something else and not closing the sale at the right moment. The customer may get out of the buying mood and began having second thoughts about making a purchase. They may loose interest in what you say next because you didn't reel them in when they were ready. They may decide they can get along without the item, or they may remember they have a bill to pay.

When the customer is ready to buy give them the opportunity, or when you're ready to close, they'll be ready to quit.

Copyright © 2005 Gloria Whitehorn-All rights reserved

About the Author:

Gloria is an article writer, business owner, author of two books, salesperson and seasoned mail order pro. Visit her site for information on a great part-time, full-time-anytime business. She knows what she's talking about.

http://www.dovemang.com

*Attn: Ezine Editors/Site owners*
You have permission to reprint this article in your ezine or on your website as long as you print the complete article and leave all the links and resource box in place. You cannot modify the content in any way.

In The News:


pen paper and inkwell


cat break through


How To Go Perpendicular In Your Sales Territory

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

Multiply Your Sales

When Thomas Edison's light bulb finally burned for 45 straight... Read More

How to Spellbind Your Prospects in 10 Seconds!

You've got yourself 10 seconds to HOOK your prospects or... Read More

In Sales You Get What You Expect

If your mind is set, you will be unable to... Read More

The Biggest Mistake in Sales Prospecting

Recently I received a prospecting voice mail message from a... Read More

Dont Read This Issue: Why Saying No Can Make Your Sales Rate Soar!

Yes, it's true. Saying "No" is a great way of... Read More

The Art of Backend Selling

The art of backend sellingThe backend sale can be more... Read More

Unleash Your Inner Sales Superstar & Win More Business Right Now!

It's a rainy afternoon on a typical mid week afternoon... Read More

Making Sales is Easy When You Learn How to Make Friends

Friends buy from friends. Why? Because people trust that their... Read More

7 Keys to Turning Cold Calls Into Warm Calls

Let's face it when it comes to cold calling many... Read More

Positioning for Profits!

Last Friday, I was spending one last day of freedom... Read More

Closing The Sale

So -- you've just gotten off of the phone with... Read More

Increase Your Sales With an Incredible Offer

What are you selling?Coaching? Consulting? Professional services? A product? Information?To... Read More

More Sales - You Must Keep Asking

I bought a second pair of reading glasses from my... Read More

Closing The Sale

Several weeks ago I asked my Newsletter subscribers to send... Read More

Putting Benefits Before Features

Having spent so many years in retail, I always enjoy... Read More

Secrets to Getting in Front of Your Best Prospects

As a salesperson, your ultimate goal, of course, is to... Read More

Selling More Effectively as a Trusted Sales Professional - Thirteen Tips

Do you want to sell more successfully using an honorable... Read More

Bite Your Tongue

Most people don't realize how powerful a negotiating tool silence... Read More

Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention

I have found that the best sales people are the... Read More

Got Sales Objections? Wheres Your Value?

A sales manager who reads this newsletter regularly suggested the... Read More

5 Small Steps To Ultimate Sales Success

"Selling worth doing is worth doing badly ? at first!"... Read More

Increase Profits from Your Existing Customers

An area many businesses fail to recognise as a way... Read More

Sales Discipline: Five Steps To Recover From A Lost Sale

Ever lost a sale? Of course you have, we all... Read More

Qualifying vs closing

The art of effective question asking (qualifying) determines the effectiveness... Read More

Three Ways To Get A Prospect To Say Yes To Your Offer

Here are three proven ways that will increase your sales:1.... Read More

The Most Underused and Powerful Method of Lead Generation

Are you worried about whom you'll sell today so you... Read More

You CAN Be a Great Salesperson!

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

Five Tips To Increase Your Sales

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

Grow Sales Using Image Tactics

In my dreams, I envision being the marketing consultant equivalent... Read More

9 TIPS: Dont Sell Me - Persuade Me

We all have something in our past we believe someone... Read More

7 Ways to Get to the Truth: When the Sale Disappears

Based on his most recent e-mail, "Everything looks good --... Read More

The Top 10 Powerful Tools for Growing Sales Through Creating Connection

Your mission as a business owner is to develop a... Read More