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The Sales Buzz Issue 140 - How the Best Salespeople Close Sales
September 20, 2011

In this week's Sales Buzz:

If you've seen the best salespeople in action you will have seen how easy they make closing the sale appear.

There actions can be copied and used, by you, by learning a few simple techniques fro a working sales manager and trainer...

How the Best Salespeople Close Sales

As a Sales Manager I’ve worked with some of the best salespeople in a wide range of businesses and marketplaces, and the one thing they all had in common was how they closed the sale.

Top performing sales professionals make closing sales look so easy that their colleagues think they are getting all the easy sales.

Maybe you’ve watched a sales professional in action and thought afterwards: Where did they 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 being used so that they could be copied and used.

So you want to know how the best sales people do it

How do the top performers make closing sales look so easy?

The secret is in the work done on closing early on in the sales pitch. The closing techniques used 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 sales stage.

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 for some special closing lines that the seller is using that gives them such a great conversion rate, when what they should look for are the techniques used to gain agreement right from the early sales stages.

The more early agreement gaining the easier the close

When you see how to gain agreement early on in your sales pitch you can use a softer more customer friendly closing line or question.

I’ve seen orders for products or service contracts closed with a simple line such as: Let’s do the paperwork.

I’ve seen careers saved, commission earned, and businesses take off, all by sales people learning 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:

  • Learn how to build early agreement gaining into your sales pitch
  • Avoid trick closes, complicated techniques, and attempts at manipulation
  • Learn how working professionals do it at How to close a sale...

I'm Stephen Craine from the website

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