Anyone Can be a Closer

Submitted by Mitch Seigel on Tues, 04/09/2012

I always tell people that I’m an announcer who got into sales. That’s exactly the truth. I didn’t know about closing techniques. I just was given directions by my first sales manager and followed them to the tee.

The fact is, that if you can follow directions, a process to get to the end, you can be a closer too. So it is more about the opening, than about the closing that counts. Ask questions…listen…write down notes…ask more questions and write more notes. Then comes the process.

1) Putting your notes into a written format that illustrates you know the prospective client‘s business as if it was your own.
2)Attaching the client’s needs with the products and/or services you are selling
3)Illustrating why it would be beneficial for them to move forward in the investment
4)Making sure to cover all the questions your prospect had during the initial meeting

If you are careful in the journey to get to this point, you will most likely find the destination you are seeking. Remember, as Stephen Covey said, ‘Seek first to understand, before being understood!’ That is easier said than done. But it is the right thing to do!

I can teach you all the formal closes, like the puppy dog close or the Ben Franklin close, and they are all good. The directions I just gave you above are the basis for all of them. Try it…practice it…tweak it… and try it again. I know you will be a success. Just follow the directions.

What are your challenges when it comes to closing the sale? I look forward to hearing your comments. Until next time …