The Close

There are as many closing techniques as there are people. No two close techniques will work on the same people. However without the close, you have no sale. A full 73% of all sales presentations fail to end with  the close. Why is that? Its because of our basic premise of low self esteem. The fear of rejection will keep you from asking for the order, the close.

The close is by far the most talked about sales technique. I've heard salesman say "I'm a closer, not a prospector...". The close is truly an art. Throughout this presentation I have mentioned that some people are "born" salesman. Well closing is the heart of that innate gift. It's the timing and "when to ask for the order" that really counts. Its almost like a feeling. You can sense it. However there are specific signs and indicators that will lead you to the close. And comments as simple as "What do you think?" is a form of a close that will also give you a good idea of your prospects thoughts of what they have heard so far. Closing statements like a "Are we ready to place an order today?" although direct, can also help you uncover more objections that may need to answered.

But a word of caution. A close that is not timed or presented right will kill the whole deal. Open ended closes are sometimes best when you sense that perhaps the time is not now.

What is presented here is just a summary of the steps needed to become a successful salesman. The complete Six Steps to Sales Success program is available on CD or in seminar format.

It all starts at the end. The end objective or goal you have in mind. Every professional sales person has a goal in mind BEFORE he walks in to meet a client.  This sales program is designed so that you always have a end in mind. The end in mind means that you have a purpose, you have a goal. As simplistic as this sounds, to achieve any goal you must first SET THE GOAL. In sales that can often times mean closing more deals and  increasing your income. And the basic premise and focus of this web site is the connection that achieving goals actually helps your self esteem. With out a strong self image, you will have a difficult sales career....so work on your self esteem by working on your goals.