Skills for Closing the Sale
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by: BrianSylvan
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Word Count: 419
Both you and I know that if you're not closing, you're not making any money. The problem is that most sales people don't know how to close the deal.
Did you know that 4% of salespeople make 60% of all sales? Why do only 4% make so many of the sales? Because they ask for the sale more than six times in a close.
But you can't close the sale, if you don't first establish yourself as the solution to the prospect's problems. You have to ask questions to first find out the problem and then to help the client see how you are the solution to the problem.
The number one reason people don't buy is that they don't trust you. It's probably not that they think you're an out-and-out liar. They might have some sub-conscious thing going on about salespeople. They may have heard something that just doesn't gel.
They bottom line is that you can't close until you have established sufficient value in the client's mind. Don't do it too early. If you do, the client won't buy. You know how it is on the buying side. If you don't see the value, no matter how persuasive the salesperson, you're not going to buy.
To start the close, Zig Ziglar, a leading sales training coach, says, "Start with your most valuable point". This point should align with the prospects most valuable buying point. You can only find this out by asking questions.
Once you've started with your most valuable point, you can start adding trial closes: How do you feel about what you've heard so far? Are you interested in saving money? When would you like to start saving money? These types of questions will help you get inside the mind of the customer and help you understand what kinds of questions you need to address.
Ziglar further states, "When the client says no they are not going to change their minds. They make new decisions based on new information." So you need to keep giving the customer information until she says yes.
Persistence really does pay. If you really believe you have a solution to their problem, you will persist until they understand what you have. Hone your closing skills and you'll find yourself rising to the top of your profession. Zig Ziglar has many more programs on selling and personal development that will help you in your personal and professional aspirations.
About the Author
Do you close enough sales? Master your closing ability with the best Sales Training Programs found at Success Coaches Online.
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