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
Closing Sales Is Not A Problem, It?s A Process > NetSparsh - Viral Content you Love & Share

Closing Sales Is Not A Problem, It?s A Process

In my opinion, the most overrated topic in sales training is the subject of closing. In year's past, it seems the object of most sales training courses was to fill the heads of participants with as many closing techniques as possible. The logic was simple, if the "Ben Franklin" close didn't work, you could rummage around in your head for the the "secondary question" technique, the "order-blank" method or the "forced choice" close to tie off your sale. Selling in the old school of training was basically learning 54 or 84 ways to close.

Today, most successful sales professionals know that if you use a consultative sales process, one with a series of selling steps like those listed below, the close (asking for the business) will literally take care of itself. Closing is an integral part of the following; a solid sales process--not a specific stand alone technique:

- Building rapport and trust;

- Obtaining your prospect's attention;

- Probing for problems, opportunities, needs and values;

- Demonstrating products based on the specific needs you have discovered,

- Asking trial closing questions and answering objections, then

- Asking for the business.

By first building rapport with a prospective customer or client, a sales or service industry professional can create the trust that our research shows is vital to consistently obtaining sales success. Through using an attention getting provocative question and then taking away your offer, you can open your prospect's mind to answering your questions and later accept the suggestions that you make in your sales presentation. By asking open-ended, probing questions, you can learn about hidden needs and problems that can be solved by your products and/or services. Through effectively demonstrating your products and/or services, answering objections and asking trial closing questions, you then set the stage for closing the sale. All that is left in this process is to ask for the business.

In my self-directed learning manual entitled Sales Success Strategies, (see www.TheSellingEdge.com/manual1.htm) I explore the steps that must precede a successful close. This unique learning guide won't give you a dozen closing techniques to memorize, nor a list of power words that will impel your prospect, client or customer to sign on the dotted line, because these words and closes simply don't work with today's sophisticated consumers. If you take time to review them and apply them to your daily sales activities, the ideas discussed can make a significant difference in your ability to regularly generate business for your company or professional firm.

VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Crisp Publications, Inc. Menlo Park, California. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides.

Virden assists clients through a unique personal coaching (telephone)program. He has taught at the Center For Professional Development, Texas Tech University, Lubbock, Texas and the School Of Entrepreneurship, Marriott School Of Management, Brigham Young University, Provo, Utah. You can contact Virden at: Virden@TheSellingEdge.com. or learn more about him at: http://www.TheSellingEdge.com

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news

CNBC

Large retailers see more than 50% bump in online sales on Prime Day
CNBC
The riches of Prime Day extended to retailers beyond Amazon. According to Adobe Analytics, retailers with more than $1 billion in revenue saw a 54 percent increase in sales compared with an average Tuesday, a seeming affirmation of efforts many ...
Prime Day boosted other large retailers' sales by 54%, says reportTechCrunch
Prime Day Once Again Sets Records For AmazonFortune
Thanks to Amazon, Target just logged its best online sales day this yearFox Business
Investor's Business Daily -TheStreet.com -MarketWatch
all 3,739 news articles »

Entrepreneur

The Top 5 Challenges Facing Today's B2B Sales Teams (and How to Fix Them With Marketing)
Entrepreneur
Here's where the sales department needs marketing's help; salespeople need to put themselves in the position of their prospect and be able to answer their crucial questions: Why should this product or service matter? How will it help prospects do their ...


Forbes

Comparing Domo's Sales And Marketing Spend With Tableau's
Forbes
Competition in the business intelligence and analytics space has become especially fierce in recent years, making it increasingly important for companies in the space to invest extensively in sales and marketing (S&M) to acquire new customers.

and more »

TechCrunch

Comic sales are down as readers abandon print
TechCrunch
Comic book and graphic novel sales fell 6.5% in 2017 from a 2016 high of $1.015 billion. Graphic novels brought in $570 million while comic books brought in about $350 million. A report posted to Comichron notes that comic stores are still the biggest ...


Entrepreneur

5 Top Salespeople Share How They Get Out of Sales Slumps
Entrepreneur
It's happened to all of us: One minute, we're hitting home runs out of the park; the next, we're swinging and missing every time. What's happening? We've hit a slump. And while slumps can happen to any of us, a sales slump is especially unfortunate ...


HarpersBAZAAR.com

Moda Operandi Is Having An 80% Off Sale On Some Seriously Good Summer Pieces
HarpersBAZAAR.com
From Nordstrom's Anniversary Sale to Amazon Prime Day and beyond, this week is full of sales worth shopping. The latest? Moda Operandi is offering up to 80% off some of its hottest designer pieces. From chic sandals to must-have denim and ...


Deadline

UK Sales Outfit Great Point Media Hires Trio Including Former Altitude Staffer
Deadline
Jordan Allwood joins as Sales Executive after working most recently at Altitude Film Sales as International Sales Co-ordinator. Joining as Sales Assistant are both Lucas Meurin, formerly a production manager at Canal + in Paris, and Regys Badi, who was ...


Bloomberg

Sinclair Rout Deepens After Offer to Revise Sales of TV Stations
Bloomberg
Pai's proposed order is said to mention possible misrepresentations or lack of candor regarding Sinclair's proposed sale of WGN-TV to a car dealer who is a business associate of a top Sinclair executive. Sinclair said it believes the FCC is questioning ...
Sinclair Updates Plans For Station Sales In Bid To Save Tribune DealDeadline
Sinclair Withdraws Cunningham Station SalesBroadcasting & Cable
Sinclair to Amend TV Station Sales as FCC Slams Tribune DealYahoo Finance

all 57 news articles »

AL.com

What you need to know about Alabama's 2018 back-to-school sales ...
AL.com
Presumably, nobody is - that's why Alabama is holding its annual back to school sales tax holiday. Eligible items will be tax-free, meaning a savings of up to 10 ...

and more »

KSFY

Sides working toward deal on online sales tax collection lawsuit
KSFY
PIERRE, S.D. (DAKOTA RADIO GROUP) - The U.S. Supreme Court has ruled in South Dakota's favor in an online sales tax collection case, meaning South Dakota vs. Overstock, Wayfair and Newegg is coming back to the state's court system. Meanwhile, Gov ...

and more »
Google News

The Secrets Behind Hypnotic Selling

Hypnosis has been a taboo word for far too long.... Read More

The Benefits of Metal Store Fixtures

Your choice of materials for store fixtures includes wood, metal,... Read More

Stuff We Make Up About Our Prospects

? Go through the "no's" to get to "yes." ?... Read More

An Introduction to Store Fixtures

Everybody is familiar with the old retail chant, "Location, location,... Read More

I Am A Habit

JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More

Cold Calling Reluctance

Most salespeople I know consider cold calling a dreadful, but... Read More

Just Ask!

Instilling urgency in a prospective customer can make the difference... Read More

Are You REALLY Listening?

Being a good listener requires more than just keeping quiet... Read More

Aikido and The Art of Cold Calling

Imagine being in a crowded concert or bar. All of... Read More

Breaking Through The Comfort Zone Barrier

After completing a workshop on personal productivity or time management,... Read More

Selling -abilities : Part 2

In the last article... Read More

Why USPs Dont Work

The USP (Unique Selling Proposition) is based on the assumption... Read More

How to Buy Wholesale Store Fixtures for Your Business

It may sound funny, but honestly, if you're opening up... Read More

6 Ways To Get More From Your Promotions

1. Settle On The Right Way ForwardThe purpose of your... Read More

10 Important Things To Tell Your Prospects

Hello everyone, hope your day is going well! I know... Read More

Losing the Big-One: Salvaging Lost Accounts

After careful consideration, we have chosen our vendor, and it's... Read More

Selling Against Goliath

Selling Against Goliath?How to Take on the Big Guys and... Read More

Business is Great; I?m Just Not Selling Anything!

Awhile back you had a great idea. An idea that... Read More

Overcoming the Fear of Selling

For many of you the Fear of Selling is a... Read More

7 Ways to Stop Selling & Start Building Relationships

Sometimes we can all use a friendly reminder to keep... Read More

Youve Got a Great Business, but Nobody Cares!

I would like to share a disturbing little secret with... Read More

Caring - The Secret Sales Strategy

Sales information resource Just Sell, calls caring "sales love". Here's... Read More

Can Barter Help Increase Cash Sales and Visability for Your Small Business?

Barter is becoming an increasingly popular method of commerce. The... Read More

Your Clients Buying What Youre Selling

Linda felt like she had reached a plateau in her... Read More

How To Dramatically Improve Sales Closing Ratios

A closing question asks for a final decision. A trial-closing... Read More