Highly successful salespeople have enormous conviction in their own success
and always dwell on what they did right. They are positive thinkers. They are
very competitive and should have the entire sales process turned into reflex
actions. Professional salespeople use a practised, drilled and rehearsed
presentation process for maximum effectiveness and positive results
After qualifying the prospect, a professional salesperson decides what the
prospect is going to buy and then leads them to that decision. Much of this is
done through the correct use of asking open ended and closed questions. This
is an ethical practice because a sales professional is obligated to know more
than the prospect does about the best solution to the prospects needs and
wants.
Closing is the name of the game. No close, no sale!
You don’t need to take NO for an answer until you run out of ways to get a YES.
Top salespeople can give you a very large number of different closing
techniques without pausing. I suggest you know and practice 10 Closing Skills
that you would use regularly. You need to know many closing techniques so
you successfully close in combinations, successfully.
A major sales motivation concern is the salesperson’s attitude about their job.
Businesses require new money coming in or the business fails. Salespeople are
directly responsible for bringing in new money and it’s because of their efforts
that a business will succeed or fail.
What is needed? “More effort!” suggests Sales training legend J. DOUGLAS
EDWARDS. You are earning what your skills and effort allow you to do. No one
is denied the right to be rich and successful by anyone else but themselves.
Go to www.jdouglasedwards.com.au to view compilation video.
So, when do you close?
Edwards suggests that you start closing the moment you open your mouth. He
believes the whole sales process is nothing more than one great big close.
Over time you will develop a closing instinct. All great salespeople do.
In his book “How to Develop Sales Closing Power”, J. DOUGLAS EDWARDS
says, “that there is only one way to learn when to close. And that is closing too
soon and too often! That’s right. And if you keep doing what’s most salespeople
do, and that is closing too late and too seldom….You will never learn to close
the sale and develop the Closing Instinct”.
You must learn to close too soon and too often. Only by doing so will you
learn … The Closing Instinct.
You learn to close by closing too soon and too often.
This way, you will develop a closing instinct.
About The Sales Doctor… David Jackson
David is internationally known as “THE SALES DOCTOR” for his “Vitamins for
Success” and highly effective “Sales Problem Solver”. He has over 30 years of
experience as an internationally recognised Sales Skills and Communication
Coach including Keynote Speaker. David brings the ability to positively
transform the skills and attitudes of his audiences with humour and real world
experiences. He will lift you and your team to a new level.
Follow David on www.thesalesdoctor.com.au and don’t forget to register for
your complimentary e book … CLOSING SALES MEGA – BOOK.