While there are many skills and strategies that separate top sales professionals from average salespeople, one of the KEY areas of difference is in their ability to close the sale. Even some salespeople who do a terrific job of establishing strong customer relationships, identifying needs and presenting benefits stumble when it comes to closing the sale.
It’s not because this step in the sales process is complicated – in fact, when it’s done right it’s really quite simple. Generally it’s because they don’t have a specific plan or process for knowing WHEN to close and HOW to close. So they “wing it” and often miss the mark.
At the conclusion of this course, participants will be able to:
- Understand that their typical selling cycle consists of progressively greater customer commitments.
- Understand that achieving early/modest commitments from the customer is just as important as gaining the final commitment to buy.
- Recognize buying signals and respond with a specific process for gaining commitment.
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