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The Sales Buzz Issue 227 - How the Best Sales Closers Close Sales
April 09, 2014
How the Best Sales Closers Close Sales
I’ve worked with some of the best sales closers in a wide range of industries and marketplaces and the one thing they all had in common was the way they closed the sale.
Top performers make closing look so easy that their colleagues think they are getting all the best leads and easy sales.
When you watch a well trained professional in action it’s hard to spot where they actually gain the agreement and close the sale.
Often when people watch a great seller pitching they focus on the closing line or question.
They miss all the real closing techniques in the earlier stages of the sale.
Because top performers use very simple closes anyone watching the sale thinks the buyer had no objections and needed no persuasion or influencing to get them to agree to buy.
This is when the average and low performing sellers start blaming their bad luck, or accuse the company lead system of giving all the best leads to certain people. If only someone would point out the techniques that are being used by the well trained professionals so that they could be copied by the sellers who are not as well trained.
How the best sales people do it
How do the top performers make closing sales look so easy?
The secret is in the agreement gaining they do in the early stages of the selling process. The closing begins right from the Introduction stage of the sale. You see top sellers doing this in field sales, direct sales, and telesales. Even in retail sales the closing starts in the Introduction stage and continues throughout the process.
Let me ask you, how much closing and agreement gaining do you do early on in your sales pitch?
When colleagues view top sellers in action they usually focus on the wrong end of the sales pitch. They look to the end stages of the process for some special closing lines, trick closes, influencing and even bullying. What they should be looking for are the techniques the pro is using to gain agreement right from the early sales stages.
Early agreement means easier closing
When you gain agreement early on in your sales pitch you can use softer closing lines and questions.
I’ve seen orders for products or service contracts closed with simple assumptive lines such as: Let’s do the paperwork.
I’ve seen careers saved, commission earned, and businesses take off, all because sales people are trained to use the simple techniques of how to close a sale.
If you want my advice, as a sales manager and trainer, to close more sales and earn more money, or grow your business, you should:
1. Learn how to build early agreement gaining into your sales pitch.
I'm Stephen Craine from the website Sales-Training-Sales-Tips.com
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