The Latest Sales Tips And Selling Techniques Free

The Best Salespeople Are Good Closers.
By Dave Kahle

The best salespeople "are good at closing the sale."

The best salespeople earn that designation because they write more business than the mass of salespeople. They get the order!

One of the skills and practices that contributes to that success is that of "closing the sale". That means that the best sales people do two things.

In the traditional sense, they ask for the order when they sense that the customer is close to making the decision. This has always been the classic definition of closing the sale.

But in the hands of a master, closing takes on a larger meaning. Sales masters also understand that "closing" is more than an event that gets tagged onto the tail end of the sales process. They understand that "closing" is the process of attaining an agreement with the customer on the action that the customer will take as a result of every interaction. The process of closing the sale starts with the first "Hello" and continues through every interaction that the sales person has with the customer.

So, confirming an appointment is a mode of closing. As is gaining a commitment to view a presentation, test a sample, research other users, etc. The best salespeople continually ask for, and obtain, commitment from the customer to take action at every step along the way.

As a result, the final decision to buy the product or service is a natural, logical result of all the commitments (closes) that went before.

The best sales people are continually and effectively closing every conversation with the customer.