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Needs-to-Close-Chains is an effective sales training tool.
You can use it to prepare a sales pitch or presentation or train yourself and others on selling a new product.
It's also a really effective self motivation technique for getting into that top selling state between sales appointments.
If you know someone that could benefit from this free sales training please feel free to send them the newsletter, or the Need-to-Close Chains sales training tool.
Negotiating a Conditional Sales Close
Negotiating a conditional sales close is a closing technique that will help you to turn objections into positive reasons why the customer should buy from you today.
All sales people want to know how to close more sales and earn more money or grow their business. Here’s a sales closing technique that will do just that because it influences the customer to buy now.
The conditional sales close
The conditional close is where you give the customer a benefit or special deal that they really want. As part of this offer you add a condition that gives you something in return. A good condition to negotiate in return for the concession you make is for the customer to buy from you today.
A typical use of this sales negotiation technique would be just after you attempt a trial close. You have completed your sales presentation and asked the customer for some feedback on your sales proposal.
The customer answers with some positives but has a concern or a sales objection. As an example let’s say they express a concern over the price.
If appropriate, you might then offer a discount or add some value to the product by including additional features such as, free delivery, or upgrading the service.
Make sure you get something in return
If you just give away the discount or free add-ons you don’t gain anything. This is not negotiating a conditional sales close, this is throwing freebies at the customer and hoping they will buy from you.
A good sales negotiation technique is to offer the discount or upgrade but on the condition the customer buys from you today.
Now you are negotiating a sales close, you are giving something away to get something in return.
This is an important sales closing technique to add to your selling skills. It will help you close more sales and earn more money, or grow your business.
More techniques to make it work
There are more techniques you can add to this basic closing technique to make it work more effectively.
One way to increase its effectiveness is to practice turning negative concerns and objections into positive wants. For example:
A concern over the cost of a product could be turned into the positive question:
If you could have it at a lower price you would want to buy it?
Then you follow up with how you can reduce the price and give a really good reason why you would need the customer to sign the deal today. For example:
I can give you free delivery but it would have to go out on the truck tomorrow as we have a delivery very close to your address.
Then ask the closing question in whatever way is appropriate to your market and customers. For example:
If we can complete the order form now I can get it on to tomorrow’s delivery schedule?
Yes I know it is not strictly a question. But you’re a sales professional, with a nice upward inflexion towards the end of the sentence you can get it to sound like a question.
A good sales closing technique
This is a good sales closing technique and one that is worth investing in to get it working well for you.
You can see more on negotiating a sales close, and how to put it into action at Sales negotiation training...
Free Training on the Sales-Training-Sales-Tips website
I’ve been asked by several readers of the Sales Buzz for a run-down of the free training available on the website. So here it is:
Motivators & Connectors
Connect all your sales stages and motivate your prospects 
This is sales training that you will not find in traditional courses or books.
Developed with working sales professionals, it shows you how to connect all the stages of your sales pitch and sell with confidence.
You will see techniques on grabbing your customer’s attention and motivating them to move with you towards closing the sale.
You may have received this workbook training course when you joined the Sales Buzz newsletter readers.
Open Motivators & Connectors...
Free Sales Training Course
Learn how to start your call with a stunning sales introduction.
See the sales process to follow for the rest of the sale.
Avoid common mistakes that could be losing you sales.
Add a whole new set of free sales techniques to your sales skills.
A great way to start building your own sales pitches.
Open Free Sales Training Course
Free Sales Appointment Training
Free sales training on how to make sales appointments that will show you how to build your own free cold calling scripts.
Open the free sales appointment training course and you will learn: How to enjoy making sales appointment calls.
Make free cold calling scripts for any product or service.
Increase your sales appointments and increase your income.
The free sales training course is only 8 pages long.
I’ve included the most important elements of each stage of a sales appointment cold calling script. Then given you sales training on how to put them into action to increase your sales appointments.
Open Free Sales Appointment course
Free Basic Sales Training
Basic sales training that shows new sales people, self employed and small business owners, how to sell with an easy to use free sales training program.
A lot of sales people and sales trainers make selling sound a lot more complicated than it actually is. Effective sales techniques should be easy to learn and quick to put into action.
I manage sales teams for a living and I often take on people with industry knowledge but no sales experience.
In this free eBook you will find the no nonsense approach I take to help people new to sales to quickly become confident and successful.
Open Free Basic Sales Training
Short and to the point - Effective - and Practical
That's my aim with The Sales Buzz Free Newsletter and with all the selling and career techniques on the sales training website. You can learn sales skills without spending huge amounts of money or ploughing through long boring books.
Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:
- Easy to learn sales skills
- Short and to the point
- Simple to put into action
To make sure you don't miss out on all the right updates for you get the sales training Blog and you're in control of when you read the latest additions to the site.
The Sales Buzz
The Sales Buzz is the free newsletter for all sales people in all sales roles. If there is a topic you would like to see covered here use the contact form on the website and I'll get the best information, from working sales professionals, to learn sales skills and pass them on to you on this newsletter.
Wishing you the very best with your sales career.
Stephen Craine
Sales-Training-Sales-Tips
