How To Close Like The Pros

A sale is not a sale unless it's been closed!

Arguably the most important part of the sales process, closing the sale can also be the most difficult. After finding the customer, listening to their needs, building a solution and presenting your product, you would think that getting the commitment from them would be easy.

You are then faced with the challenges around pricing, competition, delivery and the difficult task of actually getting that commitment from the customer. A lot of sales opportunities are lost because sales people don't know how to close or aren't effective at closing.

Help is at hand though, and by pulling together tips and advice from some of the greatest sales professionals of all time I have created a list that will help you close like the pros:

1) You don't close a sale, you open a relationship - Patricia Fripp

This is great advice focused around the need to view a sale as the start of a valued relationship and not just a transaction. That sale is the customers commitment to you, it's then you're turn to show your commitment by delivering on the service. If you can view your prospects as people you want a business relationship with and not just as a sale, you will gain more trust from the prospect and increase your chance of closing.

2) Begin with the end in mind - Every step you take in the sales process should always be approached with closing in mind.

Anyone you speak too should be thought of as a potential sale, and you should always think about when you can close that sales opportunity. Remember that a sale isn't a sale until you close it, so always think about how you can get them to buy.

3) Every sale has 5 basic obstacles: No need, No money, No hurry, No desire, No trust - Zig Ziglar

Understand these obstacles as most of the time they will be the only thing that stands between you and the close. If you can understand the obstacle, you should be able to find a way to overcome it.

4) 2 Ears, 1 Mouth

Listen, there could be buying signals at any part of the sales process. Talk less about what you think is right and listen to what you're customer wants. You may uncover more sales opportunties but more importantly you should pick up on buying signals and find more opportunities to close that sale.

5) If opportunity doesn't knock, build a door - Milton Berle

If you can't find the opportunity to close, create one. It won't always be presented on a plate for you, sometimes you will have to work hard for it.

6) YOU are the added value. Make sure that you make the difference between them choosing to buy from you, or your competition.

Customers have so much choice these days, which makes the sales person more valuable than ever before. They now are the added value to the product, whether it's through building strong relationships, going the extra mile, providing added service or just being a consistent communicator. It all helps make you stand out above other sales people.

7) For every sale you miss because you're too enthusiastic, you'll miss one hundred for not being enthusiastic enough - Anonymous

Don't be afraid to be enthiastic. I saw a sales professional call a customer every day for 2 weeks to get the sale. At no point did he lose his enthusiasm, but just kept working at it until he eventually had the opportunity to close.

8) Never be afraid to discuss the cost. Respect the value of what you are selling and the value you add to it and be proud of that.

Watching the UK version of The Apprentice last year, one of the contestents constantly argued that as long as he sold something, it didn't matter what price he sold it for or how much discount he offered. The problem is business is built on profit, so you need to value, respect and endorse the price of your product. Don't be afraid to talk about the cost, but instead see the value in what you sell.

9) Nobody is going to buy from you because you've got a quota to meet. They are going to buy from you because they see value in doing so - Bob Burg

Never lose sight of the fact that your customer holds the ultimate power in the sales process. Without their money and commitment, there is no sale. It is very unlikely that they will buy because you have a quota or taget to hit. They will buy because they want too and because it is of value and benefit to them. Remember this, respect this and closing will be a lot easier.

10) Just ask. The most effective method of closing the sale is to ask for the close.

Like the famous quote from Glengarry Glen Ross, ABC - Always Be Closing. So many sales opportunities are missed because the sales person waited too long, or didn't ask for the close. This will result in the customer losing interest or going with someone else. Just ask, it will either result in a yes, or a no that may give you opportunity to convert into a yes.

I hope these tips help you close your sales, as we near the end of the month now is the time to focus on closing your deals to achieve your target. Good luck!

Thank you for taking the time to read this, if you enjoyed this post please do click Like and Share.

Did I miss any good ones out? Write your favourite in the comments bar.