Do you want to develop sales skills that will help you close more sales? In this post, we’ll discuss some of the closing techniques every salesperson should know based on the experience of Gary Kurtis. Gary Kurtis has been a sales professional for over 40 years and has learned a thing or two about how to close sales utilizing a “non pushy” approach.
Here are some of the top closing techniques:
- I often relate closing a sale to fishing, you’ve worked hard to prepare and have the fish on the line so it’s now imperative that you pull in the fish and not let it get away for good. If this happens in sales then it’s your fault as you didn’t do enough to create a comfort level so the “fish” will gladly come into your boat. Go back and ask more questions so your customer sees the benefits of moving forward and the drawbacks of delaying.
The best closing technique
- I’m often asked about the best closing technique and my answer is still that there should not be one. If you do a great job asking questions that get your customer to have a “where have you been all my life” reaction then they will respond “this sounds great how do we move forward?”
The assumptive close
- If this doesn’t happen the next best technique is the assumptive close. Why ask a question and then potentially hear the word “no”? During the sales process trial close often “so how does this all sound?” If they repeatedly shake their head then you’ve earned the right to say “OK here’s the next steps in the process to move forward.” There are also situations where the alternate close can be effective “do we deliver this on Monday or Wednesday?”
The real value of a demonstration
- Lastly when you get a request to demonstrate your product always politely decline to do so. If you do your selling then the demonstration becomes a closing tool to gain commitment to move forward once they see validation.
Closing a sale is an earned action once you have a qualified prospect and should be a very enjoyable and stress free event for all parties. Do you have any additional advice for sales professionals? Share it in the comments!
About Gary Kurtis
Gary Kurtis is a sales expert and the founder of salestips101.com, where he provides sales advice and training for small businesses. When Gary’s not helping business owners increase their sales revenue, you can find him spending time with his wife and two young grandchildren or promoting his favorite charity, the ALS Hope Foundation.
If you want to reach out to Gary Kurtis (Field 1 Post Trusted Sales Partner), please contact him by clicking here.
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