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Many salespeople think that the place you begin closing the sale is once you sit at your desk to talk price. If this is where you start to close, you’ve missed out on many opportunities along the way to solidify the sale before you even get to the desk. Not only that, but if you wait until you get to the desk to close, I assure you price will ultimately be the major issue, and you’ll lose money.
It’s surprising to me how few salespeople actually study the concepts of negotiating, closing and handling objections. After all, when you think about it, you don’t get paid for doing a greeting, or a qualifying, or a product presentation, or a demo ride. The only place you actually get paid is when you close the deal, and it’s the least part of the process you’ll concentrate on.
So what I’m going to do is give you five important tips that will help you become a better closer. There’s obviously more than five needed to get you to become an expert, but these will at least get you to start thinking about what you’ll need to do, and how you’ll need to do it. |
