It's Closing Time
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It's Closing Time
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Having presented the Sales Academy for more than 20 years, one thing has become
clear: No matter how crucial it is to their success, salespeople often seem to avoid
There is a natural fear that most people share of avoiding rejection. However,
without the close, there can’t be a sale. And without asking for the close, you
probably won’t have one.
Another common problem I see is that, when it does come the closing, most
salespeople beat around the bush. This is disrespectful to your prospect. Either
you’re going to get the sale or you won’t. There is no need to drag it out. If you ask
your prospect if he or she is ready to close, you’ll get an answer. It may not be the
answer that you are looking for, but it will at least give you enough information to
find out where you stand and if you still have more work to do before earning the
right to get the sale.
Believe it or not, most closes should not take more than 10 minutes. The only time
they go longer is when there is more talking going on than there should be. It’s fine
to be thorough and to get all the facts, but that should be done before you get to
the close. Remember that when it comes to closing, always validate that the
customer has a clear picture of the benefits you offer. Once you get an
acknowledgment that that has taken place, it’s time for you to close.
It’s important to confirm with your prospect that your offer provides a valuable
benefit to him or her before you ask for the sale. If the prospect acknowledges the
benefit, that’s considered validation. Once your prospect acknowledges your
validation, it’s time for you to ask for the sale. If you’re providing something that
will make your prospects’ lives better, you owe it to them and to yourself to ask for
This excerpt is taken from my seminar entitled "How to Close a Sale in 10 Minutes or Less." I encourage you to click here to register for my in-person "How to Close a Sale in 10 Minutes or Less," seminar on Thursday, February 3, 2022, from 9 AM to 12 noon Eastern Standard Time at the Comfort Suites in Manheim, PA. This event will also be available through live streaming.
“ABC = Always be closing.”- Sales axiom
This academy is a 5 part series. Get a free Sales Mastery 6-CD audio program ($147 value!) Ramp Up Pricing Available (Ramp up payments are non-refundable) Contact Dave for...