Closing the Sale 

Over the years I’ve known many skilled salespeople and the one thing that they all have in common is the ability to close the deal. You will see salespeople who do this with ease and ones who have to put in hard work in order to close the sale. However just because it comes naturally to some, they have all had to be coached and trained in many areas from opening the sale and building rapport to improving their questioning and listening skills.

Even though they aren’t always subtle about how they do it, thankfully it is a skill which can be honed. Some people are just happy to say, “Can we do a deal?” and sometimes even before they have sold the product properly (which rarely succeeds). Polishing that skill for the ones who are naturally good at it can take as much time as taking the more timid individual to a place where they realise that asking for the business is our ultimate goal and ‘selling’ isn’t a dirty word.

Part of the process comes from knowing who your customers are. Even the slightest clue as to what they are looking for is useful and being able to match these needs is of course the key to making them happy with your proposition. So, find out as much as you can about your customer and any details you can discover will help in matching their needs and closing the deal.

All of this creates an air of cooperation and suggests that you are working hard to find an accurate solution for them. Offering up something of added value such as a flexible payment plan, support in the field, bonus points for over-ordering etc. can all lead to making your proposition that much more attractive than your opposition.

Once salespeople have mastered the art of selling benefits rather than features (an old one I appreciate, but it’s always easier said than done), then they can really focus on selling solutions. This is the culmination of everything that you have to offer, which includes the product and any service level agreement as well as all your value-added stuff and of course the price.

This has to pinpoint the exact needs of your customers and leave them wanting for nothing. It will make closing the sale so much easier and for those who worry about the final question to clinch the deal then once you have done all this, a simple assumptive close with often do the job; “I’m glad you like everything that we have discussed here and I’ll arrange delivery for next Thursday for you”. Simple.

How can we help?

At Maguire Training, not only do we offer classroom-based courses and programmes, but we are also proud to offer a versatile and intuitive suite of over 190 eLearning modules on our website, which covers a range of sales topics. Including our Closing the Sale Training Course, where delegates experienced and new will learn the professionalism of closing sales. 

Contact us

If you have any questions, don't hesitate to get in contact with us:

Phone:  0333 5777 144

Email:  info@maguiretraining.co.uk

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