Closing: Make the Sale or Don't

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Closing is the second most important step in the sales process behind Finding Needs, and it can lead to making the sale or losing it.  Closing can mean a couple of different things depending on whether you are trying to make a large sale or a small sale.  During a small sale, a successful close will always lead to making the sale and having them sign on the dotted line.  For a large sale, mostly business to business types where there are multiple people involved in the decision making process, you will most likely not be able to close that day.  When this is the case DO NOT USE TYPICAL CLOSING TECHNIQUES!  Doing this will offend your prospect and make them think that you are too pushy.  Remember:  in sales you need to form a relationship with the buyer, and being seen as pushy or uncaring of their needs will make them not want to form that relationship.

SPIN Selling: It's not what you think it is.

When I first heard the term "SPIN selling" I thought it was referring to the stereotype of a salesperson who twists the truth to make a sale.  I could not have been more wrong.  This refers to the right types of questions to ask when you are in the second step of the 5 step sales process:  uncovering needs.  Each letter stands for a different type of question you should ask:  situational, problem, implication, and needs-payoff.  If you ask the right types of questions, the customer will come to the conclusion on their own that what you have to offer will do them a lot of good.  Here are the types of questions to ask in order: