Closing the Sale

Running with you the Sales Rep.

We all want to close the sale, so do we know how to ensure that our hit rate is up there with the best.

Do we need to know the closing techniques, yes, no? I am in the sales trenches with reps nearly everyday, many of them close the deal, quite a few don't!

Here's some reasons why-
   they wait to be given the order!
   they do not collect the payment within agreed terms!
   they do not know the different closing techniques!

Those that close the deal, ask for the order, although they do not know the NAME of the closing approach, that's cool, get the result.

Is it important for reps to know the the difference between cash flow and profit?
Your Boss tells you collect the money, so the deal is only closed when the money is in the bank.

If you want to know some closing techniques, here's a few-( you guys know them)

   I (99% of the time used) the Isolation close, you know get straight to the point.
                                           the alternative close.
                                           the summary close
                                           the testimonial close      

Till next time, Go Sell your way to Success.