How to close seems to be the ongoing mystery that many sales professionals seek the answer to.
Every time I do a training session, the most frequent questions I get are centered around closing the deal.
It seems that many people out there think there is some big secret to closing.
They want the answer, the formula, the magic bullet to sealing the deal.
Well, I have the answer and I'm going to share the secret with you.
The secret is: Ask For The Business.
The whole enchilada.
The Big answer to the Big question.
All you have to do is ask for the business.
There are a lot of sales people out there who don't do this.
Their excuses go something like, "I don't want to be too pushy.
" They depend on textbook closing techniques and phony sounding scripts.
They hope for the best.
What I have found is that the real issue they are not just asking for there prospects business is that they are afraid to hear "no.
" Fear is the biggest inhibitor of success.
So it makes sense that sales people who will not ask for the business are not seeing the conversion ratios they need.
The fact is that sales is a lot like sports.
It takes a winning attitude, training, practice and being willing to be persistent.
Hearing "no" isn't the end of the world.
If you've presented your product well, asked questions that pin point need, and have asked for the business and you still hear, "no" don't get sucked down the self- esteem slide.
Look at the sales call clearly.
Acknowledge ways you can improve.
Get the training you need.
Pick yourself up and move on.
Practice and above all be persistent.
In the end, when closing, remember there is no magic.
The answer needs to come out of your comfort zone and just ask for the business.