Skills for Closing the Sale

Both you and I know that if you're not closing, you're not making any money. The problem is that most sales people don't know how to close the deal.

60% of all sales are made by only 4% of sales people. This is an incredible number. These 4% close so many deals, because they persist. They know how to close the deal.

But you can't close the sale, if you don't first establish yourself as the solution to the prospect's problems. You have to ask questions to first find out the problem and then to help the client see how you are the solution to the problem.

The number one reason people don't buy is that they don't trust you. It's probably not that they think you're an out-and-out liar. They might have some sub-conscious thing going on about salespeople. They may have heard something that just doesn't gel.

You absolutely must establish enough value in the mind of the prospect before he'll buy. It doesn't matter how persuasive your presentation is if you don't establish sufficient value. So don't close too early. The client won't buy until there's enough value in their mind to go forward.

So Zig Ziglar, one of the world's leading success coaches says that you must "Start with your most valuable point". This is the biggest selling point for the client. Show how your product can solve the prospects most pressing problem.

Once you've started with your most valuable point, you can start adding trial closes: How do you feel about what you've heard so far? Are you interested in saving money? When would you like to start saving money? These types of questions will help you get inside the mind of the customer and help you understand what kinds of questions you need to address.

Ziglar further states, "When the client says no they are not going to change their minds. They make new decisions based on new information." So you need to keep giving the customer information until she says yes.

Persistence really does pay. If you really believe you have a solution to their problem, you will persist until they understand what you have. Hone your closing skills and you'll find yourself rising to the top of your profession. Zig Ziglar has many more programs on selling and personal development that will help you in your personal and professional aspirations.

Article by: BrianSylvan | Total views: 24 | Word Count: 410

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