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.

Listening Skills vs. Swift Talking in Sales

Most people that think of a salesperson is somebody who can talk people into buying their product even if they don't need it.  I have heard the term "He can sell a ketchup Popsicle to a woman in white gloves."  While the ability to be convincing is important in sales, the ability to listen to your prospect is much more important.  How does a good sales professional know how to gear their presentation?  They spent time listening to the customer's needs and adapt the rest of the sales process around those needs.  After you have listened enough to discover their needs and analyze what type of buyer they are, the "swift talking" skills can be applied more efficiently.

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