 |
A better Closer
by Account Executive
I would like to be a better closer.
Answer
Hi,
well, we would all like to be better closers since that would mean more sales.
I'll have to say exactly what I said to the person in the previous post.
Many sales people think the answer is in better closing techniques. It rarely is. (read the post Sales Closing Techniques)
Slow, down. Build an understanding between you and the prospect. Build relationships. Develop sales rapport. Find out what they really want.
People will buy once they see value in what you are offering. You need to spend time building that value up. People are motivated by their criteria, NOT YOURS or your company's. What are their criteria ? Are they motivated to seek goals or avoid problems. You build value entirely differently to each of these types.
When it's time to close it also helps to know if they are procedural people or like to keep their options open. Get procedural people into a procedure and they are compelled to see it to the end. Option people you close using values (their values). For more on this you can go to responsive customers.
Hope this helps, Greg
Click here to post comments.
|
|
Testimonials
The info is very helpful and productive... Gurbir Singh
Suggest changes or improvements here:: no need to, bloody fab... Simon
Thanks for your effort. Please add link with more details to go in deep detail when the sales man need it... Mohammed
I will be purchasing the ebook very soon, great site, thanks!... Erika
I am based in Ireland and am very impressed with all the material I have read... Kevin
It has been informative and useful to me. I think changes would be diluting it... Putco
It would be great if we could get some demo videos or case study or some examples where the process of SPIN selling is used... Seimaa
Very grateful to your valuable articles in your website and I've learned a lot... Janey
No improvements needed for me, it was clear, concise, I loved it... Martine
More real life examples and scenarios needed... Jidesh
Good work mate!... Tarun
Excellent there is no need of improvement... Nishart
Hi Greg,
I am forever grateful for your mission of helping salespeople around the globe to raise the bar of service in this profession through your free articles and sharing of experiences even offering to sales coach.
My perspective about selling raised to a new level since reading some of the articles yesterday... Marcelino
I found that this information is very powerful... Julia
Thank you so very much for your site, you helped me a lot and I hope that you will keep on helping us... Nasser al-Baidhani
|