Closing Skills

By: Brian Sylvan

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.

Did you know that 4% of salespeople make 60% of all sales? Why do only 4% make so many of the sales? Because they ask for the sale more than six times in a close.

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.

If people don't trust you, they won't buy. This is the number one reason why people don't buy. People probably don't think you're a liar. But they probably don't have enough information to fully believe that your product is the solution to their problem.

They bottom line is that you can't close until you have established sufficient value in the client's mind. Don't do it too early. If you do, the client won't buy. You know how it is on the buying side. If you don't see the value, no matter how persuasive the salesperson, you're not going to buy.

To start the close, Zig Ziglar, a leading sales training coach, says, "Start with your most valuable point". This point should align with the prospects most valuable buying point. You can only find this out by asking questions.

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 also says, "When the client says no they are not going to change their minds. They make new decisions based on new information." What does this mean? It means that when the customer says "No", it's because they don't have enough information to say yes. You must provide them with that additional information so that they can say 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 Source: http://www.bigfreearticles.com

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.

About the Author:
Isn't it time you begin selling like a pro? Find the best Sales Training Programs at Success Coaches Online.

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