National Sales Center

ADVICE ON CLOSING SALES

From Nick Moreno

Closing Sales Is Easier Than You Think

Let’s get serious about closing sales. I’ll first cover some closing sales in a bad economy mistakes and then I’ll give you some pointers on closing sales with a strategy, even in a bad economy.

1) Closing Sales In A Slow Economy – Mistakes

A) Never Asking For The Order

Some “salespeople” just keep talking expecting the prospect to jump up and say, “I want to buy”. Those “salespeople” never last very long in a sales career. Closing sales is what selling is all about and you must ask for the order. Make no mistake about this point concerning closing sales in a poor economy.

B) Closing Sales In A Bad Economy

In a bad economy, closing sales becomes a little more intense. In a good economy, you could say things like “this is a win/win for both of us” or “the deal is fair and equitable for both parties”. This strategy for closing sales in a bad economy takes on a new twist.

In a bad economy, you prospect isn’t looking for a “fair deal” or a “win/win”. Your prospect wants to feel that they’ve crushed you and took every penny of profit out of the deal. When closing sales in a bad economy, you must set the stage properly and make every deal a “once in a lifetime” opportunity.

Closing sales in a bad, poor, down or slow economy requires you get to the company owner or CFO. Forget that, “We are not buying anything” excuse. The economy may be slow or even bad but it’s not dead and you can still increase sales. People and companies are still buying and you need to get to the person that controls the budget… not a department head. When closing sales in a poor or closing sales in a down economy, never take “no” from a person that can’t say “yes”. Follow the money when closing sales in a slow or troubled economy. In fact, that’s good advice in any economy!

C) Closing Sales In A Down Economy That “Don’t Stick”

Have your order form, contract or whatever you use to lock down the deal ready for signature. Closing sales is about striking while the iron is hot! There is no benefit to closing sales in bad economy that never become orders only because your delay gave the prospect an opportunity to change their mind. I’m not saying you have to play hardball and not allow for cancellations.  You have a business reputation to protect. However, you’ll get fewer cancellations once you get “ink on paper”.

2) Closing Sales In A Slow Economy With A Strategy

A) Knowing When To Close A Sale

The most efficient way to sell anything is by following “The Sales Process”. There are two steps in the sales process that, once completed, require a sales closing attempt.  The first sales closing attempt must be made directly after you’ve presented your solution. You’ve uncovered a problem and presented your solution. At this point you must ask for the business especially when closing sales in a recession.The next attempt at closing the sales must be make after you’ve successfully addressed all sales objections. At this point, the only thing left for you to do is, close the sale. Remember these strategies as you close sales in a recession or bad economy.

B) Closing Sales In A Poor Economy With Silence

Once you’ve asked for the order, remain silent. Your prospect must speak next and this is a very important point when it comes to closing sales in a slow economy. I don’t care how unpleasant the silence may be, you need to allow your prospect to respond to your sales closing attempt, especially when closing sales in a bad economy.

C) You May Need To Do More With Less When Closing Sales In Down Economy

In a good economy, you may close 30 of every 100 prospects. In a bad economy, you may only generate 50 prospects and with your 30% sales close rate, you’ll only close 15 sales. Now is a great time to improve your close rate because you may need more from less when closing sales in a bad economy. Get serious about your profession. Here is a short clip from a DVD sales training course that just may help you close more sales in a poor economy even with fewer prospects.

VIDEO CLIP – CLOSE MORE SALES IN A BAD ECONOMY

Learn more about this DVD SALES TRAINING

I hope you’ll remember and use these pointers about closing sales in a bad economy. I often tell my students that closing sales is the easiest step in the sales process in any economy if you use powerful sales skills.

I have additional information for you about closing sales, even in a bad economy.

Nick Moreno

Sales Process

Sales Strategies

Nick Moreno, Business Coach
National Sales Center, Business Coaching Company

Tags: closing, closing sales, closing sales bad economy, closing sales in a recession, closing sales in a slow economy, closing sales strategy