If I ask you to close your eyes and imagine a scene of a professional closing a sale, what do you see?
High-pressure, heavy-handed tactics?
Exaggeration and inconsistency?
Smiles and handshakes?
Many people have very negative perceptions of the process involved in “closing a deal”.
And for good reason – a lot of sales “professionals” don’t know the first thing about closing!
Many of us have had experiences with a salesperson who OBVIOUSLY didn’t care about us, our desires, or our priorities. They just wanted to get the deal done, and move on.
That is NOT professional closing.
Being a professional closer is all about understanding exactly what your potential client wants – what desired benefit they are seeking, and being honest enough to either help them get it from your company (if you can deliver) of another company (if you can’t).
Relying on:
- Strong-arm tactics
- High-pressure tricks
- Insults
Or any other negative-selling mechanism doesn’t yield good results long term.
Unfortunately, manipulation is the underlying driver in many closer’s minds.
They just want to “get” the sale.
Bitter irony! Because the answer is not in the “getting” – the answer is in giving.
By giving without expectation, a person gets the impression that you actually care about THEIR agenda (amazing!). And when you’re able to make that kind of connection, it dissolves much of the resistance that many sales professionals encounter.
And here’s what I mean by that:
If you come out of a closing experience ANGRY, FRUSTRATED, or IRRITATED that the person didn’t close – that indicates exactly who you were there for.
You – and your agenda.
You walked into that scenario with the expectation that they would close – and if they didn’t, it produced a negative emotion simply because of an unmet expectation.
You might not have thought it was “fair” that they “wasted your time”.
Or that they lack decisiveness.
Or that they have some sort of moral flaw.
In other words, it’s easy to put it on them (the prospect). It’s their fault! They should have closed! I mean, you did EVERYTHING you could to help them, and they didn’t cooperate. Idiots!
Wrong.
If you have qualified correctly, and the person legitimately has a need for what you are offering, then they didn’t fail you.
You failed them.
They were looking for leadership – and didn’t find it.
They were looking for a solution -and it wasn’t communicated accurately.
They wanted a benefit, a result – and they didn’t see how they would get it with what you were providing.
It’s not their responsibilty to listen, decode, and decipher what you are telling them.
It’s your responsibiltyt to articulately, succinctly, and directly communicate what you have. And then help them to overcome their objections, concerns, and skepticisms to get it.
And the only way that can BEGIN to happen is if they can see that you have more on your mind than YOUR agenda.
They need to see and feel that you understand THEIR agenda. You must know their criteria for taking action – the primary driving priorities that put them in the closing situation in the first place.
Here is how that is accomplished:
1. Define their moviation – start your conversation by asking “why are we here in the first place? Why did you come here today?” They’ll tell you why. Then ask them why that’s important – what’s important about what got them in your office? What’s important about why they decided to seek help or more information about a particular solution? You have to define their movitaion for taking action, and they will tell you if you simply ask.
2. Attach your product / service to that motivation – In other words, if you are selling insurance, and their criteria is that they want to know that their spouse will be taken care of if something happens to them, then you need to attach that benefit to the insurance (the product).
Going over additional features & benefits means nothing to them – it’s superfluous. If you know what their motivation is, you need to be the answer for that motivation. Additional features don’t “wow” them – they BORE them.
There is a core reason that brought them to you – and you need to communicate that you have the solution for that core reason. And if you don’t, you need to improve your marketing so that you filter out people that are not there for your core solution. Wasting people’s times by trying to target everyone is a sure-fire way to becoming frustrated, dejected, and ineffective.
So don’t do it! Spend your time defining your prospects motivation for action. This will give tremendous clarity to YOU and to THEM. It will build rapport. And it will give you the opportunity to either give them the solution and service they are looking for.
July 29th, 2009 at 3:50 pm
Very nice topic for me to being a sales person .this give me a lot of knowledge about how to close a sale.thanks a lot for this. I am working in a very reputed gold jewellery’s firm.
July 29th, 2009 at 7:39 pm
I’ve worked in sales and can never be the high powered seller you are talking about it. I know far too many of them and they drive me batty. When I want help it’s simple and to the point I want this to do this end of story just like you mentioned in your article. Good way to get it all across.
July 29th, 2009 at 8:43 pm
This is so true. If someone wants to buy something they want to feel comfortable about it. They don’t want to have that doubt in the back of their mind so you have to think on their level, like if you were in their shoes what would you like to hear.
July 29th, 2009 at 9:13 pm
It’s about time someone in the business field knows how to treat customers while not sacrificing quality service. I teach Professional Business Writing at a decently ranked COBA and it’s sad how bottom line the profession can be. How manipulative, etc. I see you’re interested in restoring some dignity. Good for you.
–Dr. V
July 30th, 2009 at 12:08 am
This is an interesting topic. Professionalism is a different topic on its own while selling is a skill, But doing a sale following the professional method is great. It brings customer satisfaction if you sell the product in a professional manner.
July 30th, 2009 at 6:09 am
@Sikanthar – great feedback. Yes, professionalism is an attitude, and attitude will affect how a skill [any skill] is executed.
@Dr.V – Perfect followup to @Sikanthar – manipulation is one of the many attitudes that sales non-professionals attempt to employ to get their way. That attitude affects the outcome, which may be positive short-term, but is doomed to fail long-term. Dignity is requisite to successful closing, and it starts with the attitude and intention of the closer.
@Jesus – it’s funny; people love to buy, but they hate to be sold. The closer who can create a situation in which the client wants to buy and is excited to buy will always beat the closer who wants to SELL, and has to SELL.
July 30th, 2009 at 8:33 am
I was in sales for 5 months, being a Computer\’s graduate and with good product(Notebooks and Computers) knowledge I thought I did well during those 5 months and today you made me realize that there were few things which I could have improved during those five months but any way, you have a great sales knowledge and you have expressed it very well too.
Thanks.
July 30th, 2009 at 8:35 am
I have definitely had the misfortune of coming across pushy, inconsiderate and downright impatient sales people. Every sale made should be a special one, and every customer being sold to should be a special person, too. That is how I feel that sales people should treat customers. I know that they are eager to move from one sale to the next to get as many in as possible, but sometimes, I have questions or uncertainties that I need answered. I just want someone on the other end to be there as a person that can help me with my decision. It is not enough that someone receives training to be a salesperson – a person also needs good communication skills, patience and the right outlook on making the sales process a comfortable and enjoyable one. I just wish that I could encounter salespeople with such skills and attitudes!
July 30th, 2009 at 8:46 am
I completely agree with this post. I have found that honesty is the best policy when closing a deal.
July 30th, 2009 at 8:57 am
Very very interesting. You gave variety of things about closing the sale. It will help many members. I know lot of thins from ur blog.
July 30th, 2009 at 8:59 am
This is a great post. I agree with everything that was said. Professionalism is the key to customer satisfaction.
July 30th, 2009 at 10:21 am
this is good service and easy motivation.
so all people like this article.i am also like very much.
July 30th, 2009 at 12:02 pm
I use to be a sales professional that went through this quite often. I wish I had your blog when I started out selling. My company never taught me like this they just wanted results by any means necessary. This is a good service and I hope you keep it up.
July 30th, 2009 at 1:10 pm
Awesome posting. Great way to show good service and professional motivation tactics. You gave good alternatives in closing sales. This will benefit many other people that read this.
July 30th, 2009 at 2:03 pm
Great advice
As a sals professional it is appreciated
July 30th, 2009 at 5:55 pm
Sales jobs really are difficult. Of course the salesperson is really most concerned about his/her bottom line. It is nice when the sales person is also trying to help you get the product that is the best fit for your needs/wants.
July 30th, 2009 at 9:06 pm
Superb article When selling a product the salesperson has to always look from the customers point of view and take his/her likes and dislikes into consideration.This will only build up the trust.
July 30th, 2009 at 10:08 pm
Very intersting and usefull post. I am totally agree with point \\"just wanted to get the deal done, and move on\\" and by this they get the sale only for one time not get the customer which is not work as profesion.
July 30th, 2009 at 10:34 pm
this article helps salespersons in understanding consumers view which is quite important also underlines the important guidelines for the job of the salesperson
July 31st, 2009 at 11:48 am
In order to close your sale you should be honest, be friendly and believe in your product. That’s really all it takes.
July 31st, 2009 at 1:13 pm
the info is very intriguing and useful to knowledge ones ability.But getting one service and product out their can also be challenging and ya has to find the right angle for it. it is all about how to work it and make sure the product sales. this article that helps will definately work for me in the near future good work.
August 1st, 2009 at 12:50 am
Agressive people usually put me off and a little patience on the part of a salesman really goes a long way to help me make a purchase. Closing sales are very tricky at times and this article “How To Close A Sale Professionally” is very useful. I hope every person who is into sales or influences sales persons reads this article!
August 1st, 2009 at 2:31 am
A good artilce, maintaining professionalism is gonna be though in india,
here people a are rude to sales person. Here the sales person’s attitude is just pushing the product to the customer, there is no loyalty in selling a product to the customer, they just give some fake commitments to the customer. Many companies to don’t ask their sales person to be polite to the customers, thats a pretty sad thing. Every sales person should know to handle customer, will recommend this blog to few of my friends who are sales person.
Nice Blog.
August 1st, 2009 at 2:59 am
The article is a good one
where it specifies the consumers views
sales persons will be benefitted by this
It provide important points to do a sales job
August 1st, 2009 at 4:08 am
This blog has helped me kick the task. The guidelines are very usefull and can get to understand the minds of customers. It has helped me in making more income. Great job!
August 1st, 2009 at 8:52 am
This blog is written well in the sense of a sale in the mind.
Reading the mind of the customer is the 75 % of work what a salesman has to do.
This is expalined well here.
As a sales person i fully acknowledge this.
Very usefull. Hatsoff. Good posting.
August 1st, 2009 at 9:15 pm
Thanx for providing such great information. It helped me to a greater extent. The article is very good. It helped me in closing my sales.
August 2nd, 2009 at 12:11 am
This article stimulates food for thought. I especially related to, “The answer is not getting. The answer is giving.” What’s more, the article provides suggestions for action that the closer can put to use immediately. In summary, define the client’s motivation and attach your product to it.
The article is interesting and useful.
August 2nd, 2009 at 7:17 am
i know that they are eager to move from one sale to the next to get as many in as possible, but sometimes, I have questions or uncertainties that I need answered. this blog is very useful for me.
August 2nd, 2009 at 12:51 pm
Hi,
This is very good topic, most of the people who surf the net need this kind of information which is excellent, the information of the topic which is provided the basic like how to attract a sale’s , the Desiree of the sales person great thing to know it, Thank’s a lot for the information u shared with us.
August 2nd, 2009 at 10:15 pm
this blog is gives some good advices on marketing.it’s niecethis article is helpful to every one.
August 3rd, 2009 at 12:26 am
this is a good service and all of them are accepting with heartfully
August 3rd, 2009 at 12:30 am
i agreed with the close a sale professionally and this is a good service providing all good facilities
August 3rd, 2009 at 12:57 am
The blog is very useful for all those in sales. Attending a customer is not just speaking it is a mind reading. this is well said in this blog. thanks
August 3rd, 2009 at 4:13 am
this blog is very useful to me. you gave lot of information about the sales. especially closing the sale. i know lot of information from your blog
August 3rd, 2009 at 9:47 am
@RaSi – Uh…thanks!
Same to @Maria, @Goutham, etc…All this positive feedback!
C’mon – no flamers?
August 3rd, 2009 at 8:50 pm
It is very important topics.Those people whose are working in sales relative
position.I think they can improve there skill by reading this airticle.
August 5th, 2009 at 7:59 am
Thanks for great content on how to close the sale professionally. I’ve always been following the wrong methods and I’ve been failing in my attempts to close a sell. Now, you have brought home the truth of how to succesfully close the sale. I’ll definitely put these ideas to work and I’m sure I will succeed in my attempt.
Thanks again for this useful and highly readable content.
August 6th, 2009 at 8:01 am
In this economy this blog is very important. Your idea that the customer matters and must be treated with respect and deference is something salespeople should be reading. Listening to the customer and meeting their needs, in big or small sales is an essential component to closing the deal.
August 7th, 2009 at 7:37 am
Wow, very informative and really helpful post, your bog contains so valuable information that anyone who wants to learn and gather some useful knowledge on marketing should read your blog.I like all of your posts and this one is really way to good ahem professional;)
August 7th, 2009 at 8:35 am
This is a very very good topic for me because I also own a shop and have to sell items throught the day. Closing a sale is of prime importance as whether the product is sold or not depends entirely on it. But my word to all that you should never compromise on honesty to get a sale.
August 7th, 2009 at 9:41 am
I definitely agree that understanding the needs and wants of the customer is more important than anything else. That is what will bring strong sales, not pushiness!
August 8th, 2009 at 9:02 am
I’ve witnessed many salespeople who put literally no effort into making the sale personal! Just today I had a woman call and continue to sell though i came up with all the excuses in the world. She never disputed me, just kept going with the exact thing she’d been saying before!
August 11th, 2009 at 2:58 am
hi! this is a nice blog i found after going through it.It will prove beneficial for those persons who are interested in sales and marketing line.Those persons should go through it throughly to get a good start up.
August 12th, 2009 at 10:27 am
Very good advice. It reminds of what a book said about negotiating: both parties (the salesperson and the potential customer) have their own motivations and goals. The salesperson should remember that the quickest way to a sale is meet that customer’s goals.
August 13th, 2009 at 6:46 pm
Great post on closing a sale. I\’m hoping to get a new job in sales at a fortune 500 company and will be putting these advice to heart.
August 13th, 2009 at 7:26 pm
This is a very very good topic for me because I also own a . I’ve always been following the wrong methods and I’ve been failing in my attempts to close a sell. Now, you have brought home the truth of how to succesfully close the sale. I’ll definitely put these ideas to work and I’m sure I will succeed in my attempt.
October 7th, 2009 at 2:03 am
Great blog. Very interesting. This has helped me to better understand my closing. Thank you.
May 6th, 2010 at 12:53 am
Its good to read and indeed to broaden one’s knowledge. I am not in sales I am a Service provider and certainly the essence of learning is the application of knowledge to meet your peculiar needs as its not possible for any teaching to capture all possible scenarios I have learnt and am ready to apply the knowledge.
May 26th, 2010 at 10:05 am
I find it interesting when people say they are not in sales. We are all in sales. Whenever we have an idea that we want someone else to support, we are in sales. This article is excellent because it reminds us that ” If we help enough people get what they want, we get what we want” Zig Ziglar Thank you.