Closing Sales Is Not A Problem, It?s A Process

In my opinion, the most overrated topic in sales training is the subject of closing. In year's past, it seems the object of most sales training courses was to fill the heads of participants with as many closing techniques as possible. The logic was simple, if the "Ben Franklin" close didn't work, you could rummage around in your head for the the "secondary question" technique, the "order-blank" method or the "forced choice" close to tie off your sale. Selling in the old school of training was basically learning 54 or 84 ways to close.

Today, most successful sales professionals know that if you use a consultative sales process, one with a series of selling steps like those listed below, the close (asking for the business) will literally take care of itself. Closing is an integral part of the following; a solid sales process--not a specific stand alone technique:

- Building rapport and trust;

- Obtaining your prospect's attention;

- Probing for problems, opportunities, needs and values;

- Demonstrating products based on the specific needs you have discovered,

- Asking trial closing questions and answering objections, then

- Asking for the business.

By first building rapport with a prospective customer or client, a sales or service industry professional can create the trust that our research shows is vital to consistently obtaining sales success. Through using an attention getting provocative question and then taking away your offer, you can open your prospect's mind to answering your questions and later accept the suggestions that you make in your sales presentation. By asking open-ended, probing questions, you can learn about hidden needs and problems that can be solved by your products and/or services. Through effectively demonstrating your products and/or services, answering objections and asking trial closing questions, you then set the stage for closing the sale. All that is left in this process is to ask for the business.

In my self-directed learning manual entitled Sales Success Strategies, (see www.TheSellingEdge.com/manual1.htm) I explore the steps that must precede a successful close. This unique learning guide won't give you a dozen closing techniques to memorize, nor a list of power words that will impel your prospect, client or customer to sign on the dotted line, because these words and closes simply don't work with today's sophisticated consumers. If you take time to review them and apply them to your daily sales activities, the ideas discussed can make a significant difference in your ability to regularly generate business for your company or professional firm.

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 Publications, Inc. Menlo Park, California. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides.

Virden assists clients through a unique personal coaching (telephone)program. He has taught at the Center For Professional Development, Texas Tech University, Lubbock, Texas and the School Of Entrepreneurship, Marriott School Of Management, Brigham Young University, Provo, Utah. You can contact Virden at: Virden@TheSellingEdge.com. or learn more about him at: http://www.TheSellingEdge.com

---

Sales People have an advantage as entrepreneurs

Zig Ziglar use to say in seminars and on tapes... Read More

Powerful Words

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

Book Yourself Solid

THE 7 KEYS TO GETTING MORE CLIENTS THAN YOU CAN... Read More

How Improve Conversion Rates

Do you know your conversion rates? Conversion rate is the... Read More

To Buy or Not to Buy? Motivating Your Customers to Take Action!

All customers have a choice to make. Sometimes that choice... Read More

A Simple Truth - Authentic Sales Tip

A Simple TruthDo you have the right stuff?Are you consistent... Read More

Selling ? Remember These Ten Rules and Succeed

There are thousands of books and seminars on how to... Read More

A Little Something Special Goes a Long Way

Keeping the 80/20 rule in mind; that is that 80%... Read More

The ?Write? Way to More Sales

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

5 Tips to Choosing a Direct Sales Business

With hundreds of direct sales companies out there, how do... 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

Five Keys to Make Your Cold Calls Sizzle

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

Selling To Your Difficult Person

We all have people whom we find difficult. We don't... Read More

What Not To Do With Your Leads

Anyone that works in sales knows just how important it... Read More

Get The Help You Need With Fund Raising Ideas

There are many fund raising ideas on the market today... Read More

Obtaining Self-Confidence

A reader recently asked me the following: "I enjoyed the... Read More

Ten Top Tips for Terminating Telephone Terror

1. Make telephone callsFew things are more terrifying than the... Read More

Value-added Selling?

"Value-added." That word is used so much it has become... Read More

Hurrican Selling Styles

As I prepare this issue of this Newsletter, at 37,000... Read More

Selling Your Way To Success

I wonder when we decided to become a sales person.... Read More

Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead... Read More

Sell More: How to Get Motivated Buyers To Call You First

How many sales opportunities have you lost to competitors who... Read More

How to Set Appointments

The Importance of setting appointments is crucial to running a... Read More

How Can a White Paper Support Sales and Marketing?

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

Store Owners - Five Ideas to Increase Sales

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

Selling with Purpose

Selling With Purpose What is it about selling that makes... Read More

Flea Marketing Lessons

A few days ago, I was signing copies of my... Read More

How Leaky is Your Sales Pipeline?

Does your Sales Pipeline leak? If you answered no, you... 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

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know... Read More

The Top 10 Ways to Add Extra Value

Everyone wants the best possible value in every transaction, but... Read More

Getting Past the Gate Guard

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

An Introductino to Insurance Lead Generation

It is vital that insurance salespeople have a steady stream... Read More