Knowing how to close is a critical skill for every salesperson. And while some sales are “easy,” many aren’t. These posts will help you hone your approach to closing.
Closing a deal might be the most exhilarating part of sales.
Conversely, it might be the most exhausting part.
There are so many ways to get it right. And even more to get the close wrong.
And that makes sense, considering this post alone offers more than 20 closing strategies.
The best advice when closing: Be flexible.
Every salesperson falls into a slump at some point. How you dig out determines your greatness.
Sales slumps often start as one big loss. Then it slowly feels like you haven’t heard the word “yes” since grade school. Soon, it looks like your sales funnel is pinched tight at the bottom. Everything is lost, and you won’t ever hit quota again.
Talk about an awful, sinking feeling.
Salespeople can – and must – overcome it.
These 17 proven strategies will help. And remember: It didn’t take one thing to fall into the sales slump. It probably won’t take just one strategy to climb out.
A recent survey of sales managers identified the number one reason for sales turnover.
What is it? Sales slumps.
Sooner or later it happens to the best of salespeople: a sudden slump starts slowly and then snowballs. And if it lasts long enough, those salespeople will bail and find a job where they think they can actually make sales.
Here are tactics to help your salespeople break the dreaded sales slump – and help you retain them:
You’ve worked hard to get an appointment with the prospect. Now you’re poised to make the sale.
All you have to do is give a convincing sales presentation and you’re sure you’ll close the deal.
It’s all up to you. How do you make sure your sales presentation will hit the mark?
Here are five sins that regularly undermine presentations to customers:
Those skilled at the art of customer negotiations have a wide range of behavioral profiles and are flexible in their approach.
But there are 13 beliefs they have in common:
In selling, as in martial arts, there are times when being aggressive is the only way to close the deal. At other times, a softer approach is the way to go.
The difference is that in selling, our customers are not our enemies. The result of our interaction is that both parties should come out stronger in the end.
Closing the deal is just a matter of mastering the art of the soft sell and the hard sell, and then picking out the right approach for the prospect.
Even though it’s impossible to replicate what makes a top salesperson perform at such a high level, there are traits many superstars share that other salespeople can use to close more sales. Here are seven qualities successful closers have in common that other sales professionals can benefit from developing: A desire to build relationships. Because today’s…
It happens to every front-line sales or service rep sooner or later: The prospect may want and need your product or service, but isn’t willing to commit despite your best efforts.
There are three stalls in sales negotiation:
An impasse: when you disagree on a major issue and it threatens negotiations.
A stalemate: when you and the buyer are still talking, but you seem unable to make any progress toward a solution.
A deadlock: when the lack of progress has frustrated both sides so much that neither sees any point in talking to each other anymore.
Today’s salespeople have to learn a variety of selling skills that weren’t even thought of 10 years ago. But despite all the changes in technology, one selling skill continues to be more important than all the others combined.
Establishing credibility is the single most important element of selling. It requires building and maintaining trust and a high degree of comfort with customers.
Salespeople can increase the chances of closing a sale by involving more than one decision-maker in the process.
Those sales professionals who build alliances with others in a prospect’s company may get them to apply the internal pressure needed to close the deal.
Here are three tips to find and build those alliances:
