1. Always Think Closing

You should always have closing (or finishing) the sale on your mind, since that is your ultimate goal. Closing the sale means getting the customer to say, “Yes.” Everything you say during your presentation should be directed toward closing the sale. Remember the ABC’s of selling: ALWAYS BE CLOSING.

2. Deliver a Persuasive Presentation

Delivering a persuasive presentation can make the difference between a sale and no sale. By it you can create a need and desire for your product. Your potential customer will be persuaded by how your product can benefit them and provide them with something they do not already have.

3. Believe in Your Product

Demonstrate to potential customers that you are not just selling your product, but that you actually believe in it. People will not buy from you if you are not genuine, sincere and believable. They will not be fooled by just a sales pitch. They will be persuaded by personal and sincere passion.

4. Create a Sense of Urgency

Create a sense of urgency in order to receive a commitment. Inappropriate and unnecessary pressure is a big turnoff, so know the difference. Creating a sense of urgency may simply consist of offering a limited-time only discount, better terms or an extended service agreement. Sometimes you will need to do what it takes to close the sale.

5. Use a Closing Question

Ask a closing question, and then remain silent and wait for their answer. This will put the ball in their court and put them on the spot at the same time. Some examples of effective closing questions include:

• “Can you see how having this product will make your life easier?”
• “Can you see how this product will improve your business and earnings potential?”
• “Wouldn’t this product make a great addition to your collection?”
• “Wouldn’t this product make a great gift for your friends and family?”

If you receive a rejection, do not give up right away. Instead, give “one more reason to buy.” If the response is positive, write the order up immediately without stalling. If you stall, you run the risk of losing the sale.

For additional tips and learning regarding training Tampa, sales training, training seminars or e-learning, see www.zimtechtraining.com.