National Sales Center

Discover The Secret About Closing Techniques

Too many salespeople are overly focused on closing techniques. I guess they think there is a magical way of asking for an order. I’m going to let you in on a little secret about closing techniques.

The Closing Techniques Secret

Many salespeople think they should launch their closing techniques when they are close to the end of the sales process. Fact is, just about every step in the sales process is focused on closing techniques. The secret about closing techniques is that they really aren’t that critical if you successfully execute every step in the sales process.

Every sales appointment begins with an objective. Those that follow the sales process develop a well thought out objective prior to every sales appointment. If they are involved in a “one call close”, the objective is obviously to close the order. These reps are focused on closing techniques before they even meet their prospect.

At some point in the process, reps ask questions that uncover why a prospect needs a product. The process of “uncovering needs” is just one more of their closing techniques. These reps are focused on closing techniques before they even present their product as the answer to the needs they’ve uncovered.
Closing techniques are also evident when the product is presented to the prospect. A link is established between the product and the prospect’s needs. The top reps allow the prospect to imagine what it would be like to use the product. They figuratively put the product in their prospects hands. These reps don’t limit their practi of closing techniques. Instead, they use closing techniques throughout the sales process.

Asking for the order becomes simple when every step in sales process involves some closing techniques. You’ve uncovered a need and presented your solution. You’ve successfully addressed all objections. The only thing left is to ask for the order.

One of the most important closing techniques is about what to do once you’ve asked for the order. Salespeople must remain silent once they’ve asked for the order. It’s the prospect’s turn to speak next. Remaining silent after a closing attempt is the king of all sales techniques.

I hope you’ll remember to use closing techniques throughout the sales process.

I wish you great sales success!

Nick Moreno

Tags: closing sales