Jan8
The Problem May Not Be Your Sales Closing Skills
Posted by Nick in Sales Training To Improve Sales Results | 1 Comment
File under closing sales, sales closing skills, Sales Training
Don’t Rush To Judgment About Your Closing Skills
Asking for an order is simple and direct but all too often salespeople ask me for help with their closing skills. Many times, the problem has nothing to do with their closing skills.
“Selling” is a process and every step in the sales process is related. Mess up one step in the sales process and you’ll greatly reduce your chances of closing the sale.
There are some closing strategies and I cover them in my sales training programs. However, it is more important to know when to close than how to close. You must ask for the order after you’ve presented your solution and after you’ve successfully addressed all sales objections.
Closing is simple, Ask for the order. If you’ve successfully executed the sales process you’ve connected with your prospect, uncovered a problem, presented a solution and successfully addressed all concerns. So, ask for the order!
Some salespeople suffer from a fear of closing and have a hard time asking for the order. You can’t succeed in sales if you suffer from this problem. Typically, these “reps” think asking for the order is too aggressive but nothing could be further from the truth. Your job is to “sell” and closing is one step in the sales process. Every step in the process is important and none can be ignored.
So, if you think you have a problem closing sales, first look at the all the steps in the sales process. Do you properly establish rapport with your prospects? Do you successfully uncover a problem you can solve with your product or service? Do you successfully present a cost justified solution? If not, the problem isn’t your closing skills.
I know I’m making it sound easy but “selling” requires sales skills and sales strategies. The only way to get these skills is by constantly participating in sales training.
Master the entire sales process and not just your sales closing skills. Doing so will take your career and income to new heights.
Go make it a great day!
Nick
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Comment by SALES : The Sales Process Is The Only Key To Great Sales Success – National Sales Center « Tech4buziness – Eng on 8 July, 2010:
[...] ClosingAt this point in the Sales Process, your prospect agrees that a problem has been uncovered and all questions about your solution have been addressed. Ask for the order and “get ink on paper”. You can’t overestimate the importance of sales closing skills. [...]
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