logo for sellingandpersuasiontechniques.com
Home
Professional Selling
Communication
Sales Rapport
Sales Objections
Free Articles
Influence
Book Reviews
Sales Coaching
Blog
Free Sales Book
Sales 2020
Subscribe to eZine
Twitter
Persuasion Words
Sales Questions
Power Words
Selling Techniques
Selling System
Nonverbals
Telesales
Sales Assessment
Survey
About Me
ASK

[?] Subscribe To This Site

XML RSS
Add to Google
Add to My Yahoo!
Add to My MSN
Subscribe with Bloglines

Sales Closing Techniques

by Mr Akram Hoosen

closing techniques



Answer
Hi Akram,
I'm not big on closing techniques.

I think it's more about establishing trust in the beginning and building a relationship with the customer. It's also about learning what they want and how they communicate, then presenting your product in a way that makes the value obvious to THEM.

At that point people often just buy.

If they hesitate or its quiet for too long you can just plain and simple ask for the order OR ask "where do we go to from here", "what's the next step".

Sometimes you can use a small point close like "what colour (or some other option) do you prefer".

The other thing that I attended to in closing was whether the person was more inclined to procedures or wanted to keep their options open. With procedural people you just start them on a procedure and they feel compelled to complete whereas you need to speak in terms of values and how it opens up new options for the options oriented thinkers.

Hope this helps, Greg

To find out how to identify procedures v options tendencies you could look at responsive customers

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