Our Articles on Communication
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You are Only as Happy as Your Last Close (not translated)
As salespeople, we truthfully love the sale, the whole sales process, and all of the challenges that culminate in the CLOSE!
Each close brings us happiness, a sense of accomplishment, and satisfaction for a job well done, but how long does this last?
- The subject of closing is so misunderstood that it is subject to many clichés—none of which really help. We’re going to take up some of the most overused of those clichés and debunk them for you, so you won’t be trapped by them.
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What Causes a Low Closing Rate?
This is summed up in one word: “Scarcity”. Scarcity is defined as The state of being scarce or in short supply; shortage. A lacking, undersupply, insufficiency, scarceness. If there is one thing that can demoralize a sales force faster than anything else, it is a scarcity of leads.
(members only content) - Closing is the 7th of the SELLability 8 Cs of selling. It’s the last step of the sales process, where money changes hands, where the prospect becomes a customer, and the new customer becomes the proud owner of a new product or service.
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Motivation to Close is Tied to Results
Just looking at the many articles, books, and training methods on the subject of closing and sales, motivation seems to play a large part in closing.
But just as many sales training methods seem to over-focus on closing, neglecting the very necessary remainder of sales process steps leading up to it, they also seem to entirely miss what will actually motivate salespeople, and keep them motivated. -
Pretending the Sale Will Close, Versus Knowing the Sale Will Close
Too many salespeople, who haven’t been trained correctly, will sit in front of a prospect and somehow convince themselves that the “sale is closing.” They really have no idea that it is closing, and in fact are pretending that the sale is closing.
There’s certainly nothing wrong with being optimistic about the possibility of a sale closing—and as a salesperson, you should remain as optimistic as possible. But there is a distinct difference between being optimistic, and simply pretending a sale is closing when it isn’t. -
Avoid High-Pressure Tactics in Closing
One of the main reasons that people hate sales, when they do, is when high-pressure tactics are used. People really don’t like being pushed. They like it even less when they buy because they’ve been pushed so hard, they felt they couldn’t resist.
The nasty taste left in the prospect’s mouth from that sale will never go away and will become part of their sales resistance. The next salesperson they encounter will have an even harder time selling something to them. -
The Top 10 Reasons Salespeople Can’t Close Deals
Prospective buyers are emotional. Whether it is fear, worry, anxiety, conservatism, boredom, or exhilaration, the weak closer is unwilling to confront and deal with these perfectly natural emotions.
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三的威力
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Give Your Prospect More Options and Close More Deals
In the world of selling giving the prospect more than one option – having them choose between good, better, and best will dramatically increase a salesperson’s closing percentage.
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成交技巧與工具
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創造急迫性以加速成交
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Our Videos on Communication
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成交之後卻又取消
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重點放在佣金上或重點放在使客戶滿意上
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提升你的成交率
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銷售員的人格完整
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對要求成交的恐懼
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要求成交
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確保你的顧客真的成交了
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在銷售程序中施加壓力
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如何適當地處理顧客的抱怨
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成交—一個共同的經驗
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如何避免佣金太低的情況
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客戶在想什麼？
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專注在成交上
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如何使用誘因
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