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

---

YOUR Future Profits -- Protect Source With CARE

At 21 years, just out of Business College, I went... Read More

3-Levels Of Successful Selling

Any selling approach that lacks a proven strategy, a practiced... Read More

A Quick and Simple Tip For Gaining Customers

In the course of my career, I've had to deal... Read More

Build & Protect Your Confidence

I can remember the first time that I had to... Read More

Casual Networking

What comes to mind when you think of networking --... Read More

Your Ad -- Who Cares?

Junk mail. We all get it. And it goes straight... Read More

Getting Referrals

ReferralsA substantial part of your business can come from referrals.... Read More

Five Keys to Make Your Cold Calls Sizzle

Do you clam up on the telephone? An advertising rep... Read More

Looong and Boooring Sales Letters

You have all seen them,the sales letters that never ends.... Read More

Generating Sales Leads

Any company that relies on selling a product or service... Read More

Is Sales Profession an Oxymoron?

If you are in Sales, you have probably heard these... Read More

7 Strategies for Writing Fundraising Letters

Writing fundraising letters can be an effective way to request... Read More

Handshake Intimidation

In some situations, attempting to intimidate the other person will... Read More

Three Ways to Get More Referrals

When you are in the business of sales, among the... Read More

8 Part Strategy For Constructing Your Advertising Message

Strategies to help produce your brochure, advertisment or direct mail.... Read More

9 Ways to Keep Clients Coming Back For More

A lot of effort is put into getting new clients.... Read More

Create a Magic Connection with Clients, Leads, and Business Associates Part II

Part I of this article explored how strategies of Neuro-Linguistic... Read More

The Secrets Behind Hypnotic Selling

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

Dont Be Macho Selling Ice to Eskimos

This issue's topic was suggested by a sales rep for... Read More

Expert Qualities in Sales

If you went to see your doctor, and he mentioned... Read More

The ?Write? Way to More Sales

The sales letter you can't put down?the advertising copy that... Read More

Referrals: Getting Good Business By Doing Good Business

Whether you're a conventional sales person, a professional ? such... Read More

How to Build Sales With Extended Benefits

An area that can become profitable for many businesses in... Read More

How Can a White Paper Support Sales and Marketing?

A white paper supports PR, marketing and sales because it... Read More

A Look at Store Fixture Parts

Products for sale need to be displayed in a manner... Read More

101 Ways to Improve Your Direct Mail Response

1. Mail to your customers more often. If you are... Read More

How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED

There are several ways to get your information into the... Read More

No Regrets

Here's a chilling thought. If you were to die tomorrow,... Read More

Write On The Money: The Ten Commandments (Plus Five) Of Profitable Sales Letter Writing

According to the Direct Marketing Association, in 2003 U.S. direct... Read More

Dr. Seuss?s 3-Step Selling Process

Hello Everyone: Here's a unique look at learning how tosell:... Read More

How Many Ways Do You Have To Justify Your Price?

If you were selling a mansion, and you were selling... Read More

How To Profit From Initial Consultations

"I'd love to work with you, but?"How many times have... Read More

Understanding The Corporate Buyer

Selling your services to corporations is an attractive proposition. The... Read More