How To Dramatically Improve Sales Closing Ratios

A closing question asks for a final decision. A trial-closing question is one that asks prospects for an opinion. Trial-closings should be non-threatening questions that ask how your prospective customer feels about what you have presented. Typical trial-closing questions can build in their directness as these examples illustrate:

? "How does this approach sound?"

? "Which of the two demonstrated packages do you like best?"

? "Do you see how this approach can save you money?"

? "What are your feelings about our guarantee program?"

? "Do you need additional information before making a decision these products and/or services?"

Ron Willingham, one of today's top sales trainers has stated, "From the time you begin your demonstration to the point you feel a close is appropriate, your objective is to get opinions, reactions, feelings or feedback." Without asking trial-closing questions you'll never have enough information to effectively close a sale.

When a sales or service industry professional closes after a presentation, tying off a sale is made much easier when trial-closing questions are executed throughout the presentation phase of your discussion. For example:

"Paul, how do you feel about our program as it has been explained to you?"

- or -

"Paul, can you see how the cost savings in our plan will more than offset the cost of installation?"

When you close on an appointment, tying off an appointment (sale) is made much easier when you use trial closings throughout the conversation. For example:

"Bob, with your busy schedule, would an afternoon or early morning meeting time be best for you?"

- or -

"What this means to you, John, is that you can receive a free analysis on your present services with no obligation to purchase our services. Can you see how a 15, no more than 20 minute meeting might clarify some of your issues with your present vendor and give you the information you need to make a sound decision?"

As you receive a favorable response from your trial closings, it really makes it difficult for your prospects to give you an arbitrary "no," when you later ask them to purchase your product or package of products that you have demonstrated. As you practice using trial-closing questions, you'll watch your closing ratios and profitability dramatically improve.

VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Crisp Publicantions a dividion of Thompson Learning. He has also authored a client acclaimed Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides. To obtain a substantial discount on two of Virden's new manuals, 101 Sales Myths and Organizing For Sales Success, check the listings on The $elling Edge, Inc. website at: http://www.TheSellingEdge.com/book1.htm.

No te: You can contact Virden at: virden@TheSellingEdge.com

---

In Sales Service Means Business

Some businesses flourish while others slowly fade away. There's usually... Read More

Unique Selling Propositions

If you have competitors, then you should have at least... Read More

Consulting Versus Selling

Consulting Vs Selling, How we can make sales by not... Read More

Store Owners - Five Ideas to Increase Sales

1. Animate your window display.How often do you change your... Read More

Your Proposal Was Rejected... But Why?

When a request for proposal (RFP) comes in, you get... Read More

Getting Past the Gate Guard

Over the years, many prospects have hidden behind their well-trained... Read More

Revenue Growth Through Alliances

Any company in today's global economy must eventually face the... Read More

Powerful Words

Hi, I'd like to discuss the most powerful words you... Read More

Are You a Winner or Whiner?

I've found that winners say "I choose to." Whiners, on... Read More

A Look at Mannequin Heads

A mannequin head is a life-size head that includes all... Read More

Letting Them Use Plastic

Obtaining merchant status will help to increase your sales. Consumers... Read More

Buying Wholesale Mannequins

Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More

EXHIBITORS - Check Your URL

How many of you have a corporate web site? Everybody... Read More

The Secrets Behind Hypnotic Selling

Hypnosis has been a taboo word for far too long.... Read More

Female Mannequins: An Overview

Female mannequins are very common in clothing stores. They are... Read More

Throw Out Your Selling Language - Unlock Your Natural Voice

I was sitting at my desk last week when my... Read More

Never Stop Selling

The question: "When should a growing company slow down its... Read More

Gatekeepers

When I ask salespeople to define what a gatekeeper is,... Read More

Picture Yourself a Winner

In the work place, the amount of good things that... Read More

Going Back To Get Ahead

Have you ever run DOWN an escalator that was going... Read More

Going the Extra Mile and Getting Referrals

Successful salespeople have the ability to turn the customers they... Read More

A Brief History of the Sales Profession

The formula for defining a "profession" is similar throughout many... Read More

I Don?t Want To Be Sold; I Want To Buy

I went shopping for clothes today.My plan was to buy... Read More

Are You a Cultivator or a Harvester?

As a result of providing marketing consulting, training and coaching... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's... Read More

The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills

"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More

Program Your Biocomputer For Sales Success

Selling isn't something you do to people, it's something you... Read More

How To Get Face To Face Over The Phone

One disadvantage of selling by telephone is the lack of... Read More

Psychological Tricks in Selling

Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More

Building an Action Plan

Going into your workday and waiting for things to happen,... Read More

Nine Keys to Make your Sales Copy Convincing

Would you pay $12,500 to discover the keys to great... Read More

Creating More Effective Proposals

The need for good proposals - the business kind, not... Read More

6 Creative Questions To Move From HOW Are You To WHO Are You

Imagine you just met someone new. The formalities of names,... Read More