“Selling Skills Make Closing a Sale Automatic.
“Selling Skills Make Closing A Sale Automatic. By Nick Moreno Sales Trainer & Head Sales Coach The National Sales Center There are well-defined moments in the sales process when you absolutely must ask for the order. You cant afford to have these precious moments slip through your fingers but unfortunately, thats exactly what happens to too many salespeople. I have some advice that will protect you from becoming one of those salespeople. The key is to make closing automatic and you do that by knowing exactly when you must ask for an order. Always Be Closing Unfortunately, too many salespeople were mislead into believing that Always Be Closing represents the ABCs of salesmanship. Frankly, nothing could be further from the truth. You cant always be closing because asking for an order is only one of the steps in the sales process. At a minimum, before you ask fo guitar chords r an order you need to establish some rapport with your prospect, uncover a need for your product and present your solution. Always Be Colsing may sound great in a movie but it is meaningless when youre in your sales territory, attempting to sell something to someone. Often, salespeople that think they should always be closing are, in reality, never closing. These salespeople do not understand the sales process because if they did, they would know when and how to ask for an order. Well-trained professional salespeople dont have these problems because they follow a well-defined sales process. These professionals know exactly when the only thing left to do is close the business. Fear Of Closing I also work with another group of salespeople in my sales training programs that need help with their closing skills. These sales reps need to overcome their fear of closing.