You are there to assist people in finding the right solution to their problem. Your expert advice is given in an informed and informative way. You need to listen well to what the client’s needs and desires are before you can even attempt to sell her a solution. And it must be the best solution for her particular problem. Therefore, the art of closing sales is not the process of persuading people to make decisions, but the art of making decisions with which people agree.
The beauty of closing the deal …

Today I am sharing with you my Daily Sales Tip #17 titled: “Once you’ve made the sale, stop selling.”

Subscribe to my daily sales tips and you will receive a free ebook every 30 days, plus extra discounts on my books, CD’s, webinars and seminars. If you would like to stop receiving my tips, you can unsubscribe at any time. Subscribe today by filling the form on the right-hand side. Thanks!

More salespeople make the mistake of overselling their prospects than underselling. In plain English, they talk their prospect to the point where there is a readiness to buy and then talk them out of that mood, losing the interest and the order after it was there for the taking.
You might account for that by saying that this type of salesperson does not “feel” when the prospect is ready. But that is not a fact. They do feel it, but they figure something like this,
“I’ve got them coming now, but if …

The first step of the Closing Stage is getting the prospect to make the right decision. Once Interest and Desire have been secured and Objections eliminated, you need to help the prospect come to the right Decision about buying the product.
Always be sure of yourself, without being over-confident. Assure the customer that he is making the right decision by purchasing the product or service. Reinforce that assurance without repeating your sales pitch. If you’ve done well in your presentation then you have successfully brought the prospect to the Closing point. …

SECURING THE DECISION AND OBTAINING AN ORDER
Closing is so often regarded as the most difficult part of the selling process.  But this should never be the case! Getting the order from a prospect whose interest and desire have been secured and whose objections have been effectively eliminated should simply be the next logical step in the process.
By the closing stage, the prospect has already been convinced that he NEEDS the products; he has the means to pay for them; he WANTS them and he feels assured that they will satisfy …

Download our free Crash Course
We’ve all heard the saying “you win some; you lose some”. And it’s true. But as a successful salesperson you’re not interested in settling for winning SOME of the deals and simply accepting that you’ll lose a few as well, just as a matter of course. A successful salesperson will set about discovering the reasons behind lost sales and will learn from these causes in order to advance and beat the odds. No more settling for “win some; lose some”! You’re in the business of selling. …

The best way to handle any objection is to anticipate it and, if possible, make sure that it never intrudes into the sales discussion. Once a thought has been expressed by a prospect it becomes harder to eradicate. This is because the prospect has placed himself on record and is unlikely to recede easily from his position.
Objections that are raised to price are probably the most frequent of all honest reasons for prospects refusing to buy. It’s important to understand where the price objection is coming from, before you can …

In the presentation you lead your prospect step by step through the successive stages of conviction to the point of desire. Right there is where the order is yours for the taking. But to get it you’ve got to take it.
There’s no secret about being able to tell when your prospect feels kindly towards your proposition. Watch the prospect closely. And the minute they begin to sway your way you can tell it just as surely as you can feel heat and cold upon your body. And that minute is …

By definition, a sale is the act of meeting prospective buyers and providing them with a product or service in return for money or other agreed upon compensation. A sale is an act of completion of a commercial activity. The “deal is closed”, means the customer has consented to the proposed product or service by making full or partial payment (as in the case of installments) to the seller.
Selling is therefore a process in which you need to follow certain steps, one at a time, to reach your final goal …

Going back to basics and having focus on what made you successful in the start of your career (learning, learning, and learning) becomes vital in selling in these difficult days for the sales profession. In fact, one of the rewards of a successful sales career is the stimulating learning process – it’s never dull unless that’s how you make it.
The cry of “hard times” is heard at all times, and not just in these recession days and that is where you should refresh your knowledge of how to handle objections …