Closing Sales…The Closing Instinct
Highly successful salespeople have enormous conviction in their own success and always dwell on what they did right. They are positive thinkers. They are very competitive and should have the entire sales process turned into reflex actions. Professional salespeople use a practiced, drilled and rehearsed presentation process for maximum effectiveness and positive results
After qualifying the prospect, a professional salesperson decides what the prospect is going to buy and then leads them to that decision. Much of this is done through the correct use of asking open ended and closed questions. This is an ethical practice because a sales professional is obligated to know more than the prospect does about the best solution to the prospects needs and wants.
Closing is the name of the game. No close, no sale!
You don’t need to take NO for an answer until you run out of ways to get a YES.
Top salespeople can give you a very large number of different closing techniques without pausing. I suggest you know and practice 10 Closing Skills that you would use regularly. You need to know many closing techniques so you successfully close in combinations, successfully.
A major sales motivation concern is the salesperson’s attitude about their job. Businesses require new money coming in or the business fails. Salespeople are directly responsible for bringing in new money and it’s because of their efforts that a business will succeed or fail.
What is needed? “More effort!” suggests Sales training legend J. DOUGLAS EDWARDS. You are earning what your skills and effort allow you to do. No one is denied the right to be rich and successful by anyone else but themselves.
Go to www.jdouglasedwards.com.au to view compilation video.
So, when do you close?
Edwards suggests that you start closing the moment you open your mouth. He believes the whole sales process is nothing more than one great big close.
Over time you will develop a closing instinct. All great salespeople do.
In his book “How to Develop Sales Closing Power”, J. DOUGLAS EDWARDS says, “that there is only one way to learn when to close. And that is closing too soon and too often! That’s right. And if you keep doing what’s most salespeople do, and that is closing too late and too seldom….You will never learn to close the sale and develop the Closing Instinct”.
You must learn to close too soon and too often. Only by doing so will you learn…The Closing Instinct.
You learn to close by closing too soon and too often.
This way, you will develop a closing instinct.