There is no such thing as a “sure-fire” closing technique!
Now that we’ve got that out of the way, let’s explore the mystic of the Close and learn some techniques that will work if you make them work. But first…
For some reason, too many salespeople think the Close step is the biggest and the most difficult part of the sale. Not so! The Close is the easiest part of the process provided you have done the other three steps properly.
The Close becomes difficult for those salespeople who feel they don’t deserve to get the business. If you’ve done the Probe and Prove steps as well as you can, minimized the FUD factor by providing suitable evidence, answered the prospect’s concern, then all that remains is to ask for the business.
Closing a sale simply means asking for the business!
So why do many salespeople avoid the close? Because they’re fearful—no terrified—of the word “No.” Apparently a No is made out of solid concrete and if one falls on you, it will crush you to death. Not likely!
And why don’t many closes work? Usually because they are poorly executed, if they are done at all. Too many salespeople simply aren’t prepared to close. They just stand around waiting for the prospect to buy.
Over the next 13 days, we’ll post a baker’s dozen of proven sales closing techniques. Remember, though, on their own, they won’t do much. You need to make sure that you’ve executed all of the other areas of the sale properly. Contact www.salesforcetraining.com for help, and watch out for Technique #1 on Monday, May 3rd.
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