Sales Training Courses:

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Sales Training Tips:

Sales Courses - Closing Conversations

Closing a sale is so often presented as if it were an end-game. However if you use sales conversation effectively your closing conversation will be woven into everything you say. There are three things you need to know about closing.

1. Getting off the fence.
2. An organized agenda is not a hidden agenda.
3. A call to action is not springing a trap.

Whatever you are trying to sell, the first thing you have to ask yourself is: How can I deliver value with my sales conversation?

That means the real focus is on the conversation and not on the sale. The sale is to be a result of an effective exchange of questions and ideas. Now it's true that you can engage in a meaningful and enjoyable conversation only to arrive at a point where you'd like to wrap it up and yet the person you are talking with isn't pulling out her wallet. She seems to be stuck with indecision and can't get off the fence. You can tell this because she keeps asking further questions rather than closing the conversation and engage in a purchase. She needs to be prompted, gently but firmly.

But let's get back to the conversation. The point of a sales conversation is to follow a sales agenda. Too often that agenda is all about selling and fails to deliver value. But the whole point of being a sales person is to make the purchase more easily justified and more comfortable. You're not trying to roll your client under a bus. So your sales agenda is to engage in meaningful conversation that delivers value and to do that you have to be with your client. You have to understand what he is about and what he needs. That's an affective sales agenda.

So you get to the end. You get to the point where you need to prompt your client to make a choice. This is where closing happens. But the closing has been part of the conversation all along if you've been engaged with your client. She's been receiving value and finding out what she needs to know about a problem. You need to make a call to action. Tell her straight forward what she needs to do. If you've been delivering value all along then this is easy and comfortable instead of feeling like you are springing a trap that you set up. The sales persuasion has all been sensibly woven into the conversation. The sales closing is merely the end of the conversation and the point where you tell your client what you think he should do.

If you make it your business to offer real value in your sales conversation then the closing conversation will come naturally. You will know when to prompt your client to get off the fence and make the purchase. Your sales agenda will be to understand your client and his problem rather than "getting" a sale, and your closing call to action will be truly comfortable.

Source: Todd Royer link

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