Telesalestips for the week 16-08-99

Psychology of Closing a Sale

1.Closing a Sale means assisting the customer to make a decision.
2.Getting the order for the product you're selling.
3.Reaching agreement to do business.

The ability to close the sale is the Sharpest Tool in your Sales Career.
If you don't close the sale not only you lose but the customer loses
too.Every buyer has a moment of fear and doubt before agreeing with the
Sales Person.It is theFear of Committing. Sales person should be
assertive but not aggressive. If a Sales person is assertive he can
convince the customer and win the sale.A good Sales Person will try at
any stage to close the sale.

The Only Technique Sales People have to learn is good attitude. If your
attitude is positive the various closing techniques will come to you
naturally. You will become confident that the customer is going to buy
from you.So it is your attitude that counts. Your attitude can make you
a Sales Professional.Keep in mind that your attitude towards customers
should always be positive.So a positive attitude, coupled with Enthusiasm
for the product you are selling will close more sales than any other
techniques.

Closing the sale cannot be achieved unless the solution to the customer
problem has been agreed upon. So by analysing the situation and finding
the genuine need for product, and how the product will help the customer
will help you to close the sale.

Here are some rules that I always follow in closing.

1.Close when your customer wants to buy, not when you want to sell.
2.The easiest to close the sale is after handling an objections.
3.Try to close 4 to 5 times during the presentation.
4.Transfer a Sense of Urgency to your customer into buying now.


Sales Thought of the week

Our Success and Prosperity are built upon what we learn from our failures. W.Saga.

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