Training Tips

Closing Basics

Tips for bringing it home

 

Most sales professionals have heard of ABC (Always Be Closing). In the changingminds.org article “Sales closing tips,” the author gives the following tips for closing techniques:

• ABC. Most sales professionals have heard of the acronym for “Always Be Closing,” but do they know that it’s only applicable to the overall strategy of sales? It should be a reminder of the goal of the conversation, not a literal driving force. Constantly battering customers for a close is not a good technique.

• Silence. After making a closing offer, reps must be quiet and listen to the response. It may be surprising how much is missed by a sales professional who just keeps on talking.

• Emotion. Customers will often say one thing but feel another. Sales professionals must pay close attention to the emotions behind words.

• Moderation. “It is not unknown for sales people to talk their customers into closure then carry right on and talk them out again,” the author says. This is called over-closing.

• Immediacy. “When a customer says ‘I’ll be back,’ sales people in different situations know that this is just an excuse to leave,” the author adds.

• Patience. Closing may not mean a sale instantly. There might be factors that require more attention or deliberation on the part of the customer.

“In all of these methods, remember that all closing techniques are appropriate only in particular circumstances,” the author writes.

What are some of your closing techniques? Please share your thoughts by leaving a comment.