Determine Selling Success
Closing skills. Several years ago I asked my Newsletter
subscribers to send me their biggest sales challenges. I received 275 challenges.
I noticed that a number of them mentioned "Closing the sale" as their biggest
Closing skills, closing the sale, cinching the deal, tying
up all the loose ends, and getting to a yes decision is an important skill in
the selling process. Even getting a "No" decision is better
than holding onto an everlasting pending one.
Joe K., a friend and former client, discovered the importance
of an effective close at an early age. Joe has been the president of major corporations
and currently serves on several corporate boards - so pay attention to his comments.
Here's what he has to say about closing the sale . . .
"When I was in high school in downtown Philly, I went into
a men's clothing store to buy a new suit. Obviously, many of the salespeople
are career salespeople, and know all the lines and closing techniques. After
trying on one suit, I came out of the dressing room and looked into the three-way
mirror. The salesman approached me, smoothed out the back of the suit, tugged
a little on the cuffs, and told me, "On you it looks good." I continued to look
in the mirror, and moved from side to side, and he sensed some reluctance on
my part. That's when he came up with the best close I have ever heard. He said,"
If you don't buy that suit, you are insulting yourself." So, not wanting to
insult myself, I bought the suit."
Finally, it's not as important how you say what
you say, when you're selling. What's more important is that you know exactly
what you're going to say - during the "Close."
Preparing and practicing in advance will always, and I mean
always beat out on-the-spot improvisation.
Optional homework assignment - if you want to improve your
closing technique and take it up to the next level grab a pen and a yellow legal
pad. First think and then write how you plan to ask for the order in the future.
Review and edit what you have written each day for four consecutive days. My
guess is you'll have an incredible and powerful closing statement by the fourth
If you skip the assignment your approach to closing the
sale will continue to be a "Wing it and sing it" one.
It's not a big deal for me.
But I guarantee you every customer/prospect can
tell the difference between "preparation and improvisation."
Don't practice on your customers - prepare for them. They'll
appreciate you more and you'll be rewarded with more business.
P.S. - If
you want to sharpen your closing skills, this CD was recorded for you!
Closing The Sale
Closing is easiest part of selling - when you know the secret
to doing it right. This Closing Skills CD has it all for you.
tip - the more you talk about price, the lower it gets!
Start selling more today
and everyday . . .
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