Closing a Sale
Closing a Sale
An essential element of the sales process that causes most questions and the greatest concern for Directors, Managers and Salespeople alike.
Closing a sale is essential so why does it go wrong for so many?
Let’s break it down into two simple groups:
Group 1 Needs the sale today, no on-going relationship needed.
Group 2, Needs the sale, on-going relationship essential.
Group 1, needs the sale and must close today, therefore relies on hardnosed closing techniques to push the client into a deal. This form of selling often results in morning after cancellations.
Relying on closing techniques rather than unearthing and developing needs and selling the benefits works if you don’t rely on the goodwill of your customers and their further business requirements. Getting the order is depends upon your determination and closing techniques on the day – Win or lose!
Examples of Group 1 are:
- Old fashioned Double Glazing salespeople
- Time share salespeople before the cooling off rules devastated this market.
Group 2, sees the relationship with the customer as more important than an order today. They spend time understanding and developing their clients’ needs and how they can satisfy them. They focus on real benefits from the customers’ perspective.
It takes time and a desire to build rapport; it takes skills to effectively question and really listen to your customers to fully understand their needs. Put the effort in and you’ll be rewarded with fewer objections and closing that’s either customer lead or just the next logical stage in helping the client.
With good Sales Coaching everyone can improve their ability to close deals. The focus should not be on closing techniques but on steps leading up to the “gentle close”.
Most salespeople fall into Group 2 and with the right help they can:
- Shorten sales cycles
- Increase order intake.
- Build stronger more meaningful relationships
All of the required skills can be learned; to chat through your specific requirements in more detail call or email Bill Clarke at Sales Coaching.
Office: 01832 271 723 Mobile: 07777 698 661.
www.salescoaching.org.uk