Deprecated: mysql_connect(): The mysql extension is deprecated and will be removed in the future: use mysqli or PDO instead in /home/a26f9f83/public_html/articles/includes/config.php on line 159
The Art And Science of Closing - How To Close More Sales Right Now > NetSparsh - Viral Content you Love & Share

The Art And Science of Closing - How To Close More Sales Right Now

One of the questions I often get asked as a sales coach by sales people and business owners alike is, "How do I close sales better? What closing techniques would you recommend?"

In my experience, closing is one of the three most feared areas of the sales process. The other two are fear of canvassing and fear of objections. But the real question is, what is it about these three that creates such a fear? Especially, when even some of the most successful sales professionals face challenges in one or more of these three areas. The answer is simple ? fear of rejection. Humans are social animals and the fear of rejection is one of the primary human drivers so it takes a different line of thought to face this issue. Mere techniques will not suffice.

There are books about closing with hundreds of different types of closes in. Some are great examples, some are awful but all of them have one thing in common. They are just examples. They are often not usable as "off the shelf" solutions for your sales scenarios because they each represent a model and that model only works if the person you are dealing with is "running" a similar model in their personality and if your situation is nearly the same too!

Now, I am not saying don't study about sales. Infact, quite the opposite. I do recommend that you read everything you can about sales and human communications because you will learn more about sales and communications in that way than from virtually any other. What you learn however may not always be what the author intended as you should be a student of human behaviour and influence, not beholden to any one particular book! When Bruce Lee studied kung fu he took the best of each style of kung fu and designed a new art which had no set forms and changed to be the most effective for each and every situation. A good sales professional will be aiming to achieve the same.

The first tactic for achieving a better close ration is to change the words that you use. Why not "ask for the business" or "take the order" or "provide a solution" instead? These words don't create the same fear. I have tested this on dozens of sales people and removing the word that the fear is associated with removes the fear too. If anyone has read Anthony Robbin's material he describes how you can only experience feelings that you have words for and that words only have the meaning that you ascribe to them. He describes how, because the quality of snow is important to their survival, eskimos have dozens of different words for snow but we just have sleet and snow. Their experience of snow is different than ours and we cannot comprehend that because we have no words to describe it.

Secondly, it is important that you start with the end in mind. Whenever you go to a meeting or make a call think through it in your head first. Think about what outcome you want from the meeting or call and think through the possible ways this might occur. Think also of what the minimum outcome is that you are prepared to accept from the meeting or call. When you have built rapport, asked questions, uncovered your clients' needs and provided a solution it's only natural to ask for the business. After all, you have provided a solution so asking for the business is the next step! Why would you accept less than your minimum acceptable behaviour from the client?

I once worked with a talented sales professional. He made fantastic cold calls, built elegant and effective rapport and uncovered client needs effortlessly but he did little business. In a short coaching session I discovered that he disassociated the sales process from "closing" hence he would "do the meeting" and then think, "Oh dear! Now I need to close!". Cue panic. His customers could see it and the sale was lost, every time. He was in "sales" mode and they were resisting and he was a nice guy so it was easier to walk away than risk rejection or upsetting the client! Simply by viewing the sale as one seemless process with a natural conclusion he was able to see the "timeline" and "path" of the sale. If the client deviated from this he was able to maintain control and bring them back on track. He achieved a sales breakthrough literally overnight.

At this point, I might add that you must remain flexible. There will be times when you cannot make the sale for unexpected reasons. On these occasions, it is important that you assess your performance objectively. Ask yourself whether next time you could ask better questions to uncover the unexpected situation earlier. If the answer is "no" then reset your objective for the meeting. If the answer is "yes" then take on board what you have to learn and reset the objective for your next meeting. But, and this is very important, always remember to set a new objective for the meeting.

When was the last time you heard this conversation:

"How was the sales meeting?"
"How did you get on?".
"Oh, great I think he / she will use us!".

My next question for you is, "So what's the next step?"

This should have been agreed, with time-scales with the client. If it hasn't then you haven't reached your objective. Maybe this was because you didn't set one or you didn't achieve it but this sales meeting was not "great"!

Lets face it, you work hard to find clients and get that all important meeting with them and you listen hard to understand their true needs not your perceived ones. When you provide a solution that matches their needs they are expecting you to "ask for the business". When this becomes a relaxed, natural part of the meeting you will achieve more and effortless sales.

For the last 10 years, Gavin Ingham has been helping sales people to explode their sales performance by turning self-doubt, fear and lack of motivation into self-belief, confidence and action. With his inspirational approach to sales performance and motivation Gavin combines commercial experience, personal excellence and communications technologies in delivering personal and business sales success.

Visit now to join Gavin's free monthly newsletter packed full of sales secrets, strategies and tactics. Join now and get Gavin's ground-breaking 9-part objection handling course absolutely free.

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at

$800 Billion For Sales Training
MediaPost Communications
Sales continues to be a top investment priority for businesses, according to the third annual LinkedIn State of Sales report. In the U.S. alone, companies spend $15 billion each year training sales employees and $800 billion on incentives to retain talent.


4 Ways to Make Sales Training Stick
There is this old saying about marketing that goes like this, “Half of my marketing dollars are wasted, I just wish I knew which half.” It's a slight jab at my friends in marketing, but one that applies equally to sales training and development. Sales ...

Alcohol serving, sales training class set Oct. 28
Illinois Licensed Beverage Association, Chapter 76, has scheduled a class for the state's mandated BASSET training. The class will be from 1 to 3 p.m. Sunday, Oct. 28, at Jack's Place at Grizzly Jack's Grand Bear Resort. Cost is free for ILBA members ...

Carew International Announces 2019 Sales Training and Sales Leadership Training Schedule
PR Newswire (press release)
CINCINNATI, Oct. 17, 2018 /PRNewswire/ -- Carew International, a leading sales training provider and Top 20 Sales Training Company as ranked by Selling Power magazine, has announced its open enrollment sales training and sales leadership training ...

and more »


Aligning Sales Training for a Better Product Launch
Launching a new product is a tremendous opportunity to boost revenue and expand to new markets. But most companies miss out on this golden opportunity. The best sales trainings take advantage of new product launches to improve your reps' alignment ...

Director of Sales Operations
Built In Chicago
These include planning, reporting, sales process optimization, sales training, product training, sales program implementation, and sales administration. He/ She is responsible for the overall productivity and effectiveness of the sales organization ...

Money Management

ASIC wants product sales training powers
Money Management
The Australian Securities and Investments Commission (ASIC) wants the ability to intervene in training associated with the sale of financial products. The regulator has told the Senate Economics Legislation Committee that its efforts would be assisted ...

Sales Training Manager
Built In Austin
The Sales Training Manager is responsible for training, developing, motivating, and integrating trainees through our learning and development programs at Opcity. The Sales Training Manager facilitates all the necessary tools, information, and skills ...


How To Win More Deals: Reenvision Sales Enablement
In the past decade, businesses have come a long way in giving their front-line salespeople the tools and information they need to operate more effectively and engage customers more successfully. The results from sales training and enablement programs ...

GlobeNewswire (press release)

Study Finds 1 Out of 2 B2B Sales Reps Fear Making Cold Calls
GlobeNewswire (press release)
RANCHO SANTA FE, Calif., Oct. 16, 2018 (GLOBE NEWSWIRE) -- According to research findings released today by ValueSelling Associates, Inc., a leading sales training company, fear is one of the biggest obstacles to business-to-business (B2B) outbound ...

Google News

Effective Account Management

Congratulations! You successfully sold one or more of your company's... Read More

A Revolutionary NEW Dimension in Sales

A Revolutionary 'NEW' Dimension In Sales: Make many more closings... Read More

The Unmentioned KEY to Selling


The Processionary Caterpillar Syndrome Costs You Sales?

Some years ago I read and interesting story that illustrated... Read More

Sales Marketing: 10 Explosive Strategies To Amplify Your Sales

Marketing is a skill. Once you master it, you can... Read More

Simple Technique for Isolating Objections

To isolate any objection quickly you can use this effective... Read More

Grrr! Why Arent I Making SALES?!

Selling online can be very difficult, more difficult than in... Read More

7 Sales Techniques To Differentiate You From The Competition

You have a choice. You can stand out or blend... Read More

8 Sales Lead Generation Methods

I've been getting lots of email from my readers lately.... Read More

Sales Strategies: Its Not Who You Know - Its What You Know

We are all in sales. We all selling in every... Read More

You CAN Be a Great Salesperson!

When you are in sales, you have the choice to... Read More

Multiply Your Sales

When Thomas Edison's light bulb finally burned for 45 straight... Read More

Sales: The Secrets Of Super Salesmanship Exposed

Most people tremble when they hear the word "sales".This explains... Read More

Probe Before You Sell

When selling a product to a customer, it is very... Read More

Increase Profits from Your Existing Customers

An area many businesses fail to recognise as a way... Read More

Five Tips To Increase Your Sales

1. You could end your ad copy with a discounted... Read More

The Art Of Persuasion: 7 Tips To Successfully Persuade Anyone

The saying "No man is an island" is an undeniable... Read More

Dont Read This Issue: Why Saying No Can Make Your Sales Rate Soar!

Yes, it's true. Saying "No" is a great way of... Read More

Sales Lessons from Bob Vila

There's more to what he does than meets the eyeWith... Read More

The Top 7 Sales Blunders

We all make mistakes when selling our product or service.... Read More

How to Build a Repeat Client Base in Automobile Sales

Here is a question I recently received from a young... Read More

Generate Sales with Lead Generation Marketing Tools

One of the best projects to undertake as an online... Read More

Boost Your Productivity, Networking and Sales: Make an Impression

Through out our career and lives we regularly get an... Read More

Why Sales People Are Creating Their Own Objections

I'm about to reveal the biggest secret to growing any... Read More

Are You a Sales Professional?

Many sellers like to describe themselves as professionals, but what... Read More