Secret Steps to Close your Sales

Earn more money, hit our targets, win that incentive prize, create a better life these are some of the reasons people attend sales training courses and purchase sales training books, videos and  other sales training materials that will help them to close more sales.

Having worked in sales for many years and worked with various sales people of all different levels and abilities. Some of whom had natural people skills rapport building skills and good questioning and listening techniques and found sales reasonably easy.

While others had to work had at every aspect of the sale and learn to develop the necessary skills.

The one thing I did find was that all salespeople I have ever met, whether they have a natural flair for selling or not, have one thing in common and that is that through the various techniques that can be learned on sales training courses they can improve still further.

As a sales Manager and Sales coach for most of my life, I was always amazed when we carried out the kerbside drill after the sales meeting that sales people found it quite difficult to breakdown each section of the sales call they had just been involved in.

For example, if you ask a lot of sales people how do you sell?  the normal answer that comes back is ‘I just sell’

Although they are correct the truth is that there is a process to closing sales and through effective sales training and sales training courses plus all the other sales training materials available in the market place they will learn that there are various steps to ensure that the sale takes place and the prospect says yes at the point of close.

In very simple terms the steps are as follows:

Introductions and reason for calling

Rapport building

Establishing the clients needs by effective questioning

Listening and clarifying

Confirming statements to gain yes (trial closes)

Presenting the product based on clients needs

How the product will solve the client needs

Closing the sale

Consolidation (what happens next)

Although many sales people say they just sell, if they can break the sale down in to component parts similar to those listed above, it will be much easier to establish the areas that need to be improved as opposed to walking from a sale and wondering what part of the sale went well and which part needs to be improved.

All of these sales training materials and sales training courses will help anyone in sales to structure their sales calls as we have to always remember whether we are a natural at what we do or not, the biggest room in the world is the ‘room for improvement’