Master Closing for Effective Selling

Many so called experts say master closing for effective selling is no longer effective. These are people who conduct sales coaching and sales training courses and haven’t a clue how to successfully close a sale. They stumble through their agenda and teach script [probably gleaned from books and heresay] and teach this under the pretence of ‘know how selling’.

Well to test the person who is teaching ask them what ‘A Conceptual Close’ is or ‘Verbal Contract’ or another is the ‘Button Up’ or what the ‘Big D’ is. Being able to use master closing for effective selling is still relevant. It is important that closing is still required and is in itself a real art. The key here is that the customer may not always give the actual reason for objecting to the sale.

Sometimes the customer wants to know more about the product and asks questions in the form of an objection. In some cases the customer doesn’t even realise they are doing this to get more information. The sales person must be aware of this and handle the presentation in such a way so as to handle the objections before they are raised. There are volumes written on master closing for effective selling but all come down to a few steps. Here are some strategies to consider that will help:

1. Establish trust. When you establish trust the client is also going to act on what you recommend. Establish that you are the expert as far as the product is concerned. Be extra nice and get the liability factor igniting between you and them.

2. Listen carefully. Analyze any objection. Is it actually an objection or is it a put off? You can understand more about it by asking questions like "What do you mean..." or similar.

3. Find out if it is the only objection. You can ask "Is there anything else?" List all the objections they come up with.

4. Confirm there is a solution to the objection. For example, if there is an objection for the delivery time, you can ask "So if I were able to get you a shorter delivery time, would that be better for you?"

5. Commitment. If you can overcome their objection and it can be solved you can go hard. Bring out your testimonial letters or special offers.

6. Demonstrate the value. Remember, now is the time to demonstrate the value of your product by listing comparisons and showing the benefits. You must overcome the doubts of the client in a way that sets you apart from the others or you will never be able to close this sale.

7. Ask a closing question. Their answer must confirm the go ahead. For example: "If I could ……. you’d be happy to proceed?"

8. Get the order. Once all the objections are out of the way do the paper work and then ask for referrals.

If you are to overcome sales objections and close the sale you must know your stuff. You have to combine technique with honesty and conviction to remove the prospect lingering doubt or conflict.