Closing the Sale

How to close sales is a very interesting subject and certainly one which has been very popular throughout the many years in which I have been involved in the sales industry. If you were to ask many sales professionals, they would surely tell you how important closing deals are and how much they are valued within the profession. Certainly, there are many excellent sales training books available on this topic and most of these have some very good material in them as well. However, over time I have found myself writing a lot of personal books as well.

So, how can you close more sales? The simple answer is by closing more un-closings. The simple fact is that most sales closing techniques are based around the concept of assuming the client is ready to buy. By assuming this, the salesperson is able to goad the client to actually buy. This is the basic premise behind most of the sales closing techniques used today and, if used correctly, it can result in increased sales and more business than you could possibly imagine.

If you ask most sales professionals, they will tell you that they prefer to use a combination of two or three different types of sales closing techniques. Basically, what these techniques do is create a level playing field for both buyer and seller. What this means is that you are not trying to hard sell your product or service. Rather, you are inviting the buyer into the conversation so that you can close the deal at a price that both of you can agree upon. Of course, you will be using these techniques to create a level playing field so that those salespeople who don't follow these techniques are taking a significant loss while those who do will be increasing their income levels.

How many times have you been in a situation where someone has come into your store, made a purchase and then walked away without saying thank you, on the offchance that you had said something to them? In many cases, this has led to the loss of a potential sale. Because of the power of the verbal closing line, you should always make it a part of your overall closing technique. Here are a few simple ways to do just that.

One technique that many sales closing professionals use is to simply say something like "Thank you" or "I appreciate your business" as a result of an interested sale. This is a nice way to end the sales call and gives the prospective customer the opportunity to see you in a personal capacity. It also leaves them feeling as though you care about their situation and are motivated to help them.

Another common closing techniques that many salespeople use is to use a "Closing Speech". In a closing speech, the salesperson generally goes over why he or she was in the conversation in the first place, gives some kind of plug for the person to refer the business to others, and closes by asking the individual if they would like to sign on with the company. Although this is not technically a closing technique, it is a technique that can be used. If done well, it will leave a good feeling in the recipient's heart and open up more opportunities for future sales. However, keep in mind that this type of closing techniques is only really appropriate when the person being closed has shown interest previously in the salesperson's product or service.

The last of the closing techniques on this list is something that is often overlooked but can still have an impact on the results you experience from your calls: listening. Listening is a vital part of closing a deal, regardless of whether it's with a customer or with a prospect. If you don't take the time to truly hear what someone is saying, it's unlikely you'll understand what they are trying to say. As a result, if you want to learn how to close sales calls, it's important that you learn to listen first.

There are many times when a person isn't necessarily clear about what they want or what their needs are. If you are working with such a caller, don't feel bad about not taking their details seriously. In many cases, these people end up nailing the final step of the transaction: agreeing to sell their vehicle or signing on the dotted line. If you want to learn how to close a deal, the first step is simply listening carefully to the dealer or customer. You may even find yourself surprised by how well you understand what they say. If you aren't sure, be prepared to have someone close the deal for you.