“Selling Skills … Make Closing A Sale Automatic.”

By Nick Moreno – Sales Trainer & Head Sales Coach

The National Sales Center

There are well-defined moments in the sales process when you absolutely must ask for the order. You can’t afford to have these precious moments slip through your fingers but unfortunately, that’s exactly what happens to too many salespeople. I have some advice that will protect you from becoming one of those salespeople. The key is to make closing automatic and you do that by knowing exactly when you must ask for an order.

“Always Be Closing”

Unfortunately, too many salespeople were mislead into believing that “Always Be Closing” represents the “ABCs” of salesmanship. Frankly, nothing could be further from the truth. You can’t always be closing because asking for an order is only one of the steps in the sales process. At a minimum, before you ask for an order you need to establish some rapport with your prospect, uncover a need for your product and present your solution. “Always Be Colsing” may sound great in a movie but it is meaningless when you’re in your sales territory, attempting to sell something to someone.

Often, salespeople that think they should always be closing are, in reality, never closing. These salespeople do not understand the sales process because if they did, they would know when and how to ask for an order. Well-trained professional salespeople don’t have these problems because they follow a well-defined sales process. These professionals know exactly when the only thing left to do is close the business.

Fear Of Closing

I also work with another group of salespeople in my sales training programs that need help with their closing skills. These sales reps need to overcome their fear of closing. After all, you can’t be sales rep and have a fear of closing, just as you can’t be an electrician and have a fear of electricity! Salespeople close and if you are not closing you’re not a salesperson… you are just a conversationalist. Salespeople that fear closing just keep talking and hopelessly praying that at some point, the prospect will ask for an order form to sign. Guess how often that happens?

In my work, I’ve uncovered many factors that cause some salespeople to fear closing. Some sales reps don’t want to face the moment of truth. Other salespeople fear they may appear “pushy”. There are also other salespeople that assume, without any data to support their assumption, that the prospect is not ready to sign an order. I help these salespeople by making closing an automatic reflex reaction to certain events in the sales process. When closing is automatic, you don’t even have to think about it. You automatically ask for the business. This process helps most salespeople overcome their fear of closing.

Initial Close

At some point in the sales process, you’ll ask your prospect a series of questions to uncover a need for your product or service. You’ll then present your product and explain how the product addresses the needs you’ve uncovered. Once you’ve presented all the benefits your prospect with gain by using your product, you must close. You must ask for the order at this point in the sales process. Don’t think about it … just close.

Since this is the first time you’ve asked your prospect for the order, this closing attempt is called the Initial Close. Your prospect has two possible reactions to your Initial Close. Your prospect will either give you the order or give you an objection. Obviously, if you get the order, you’ve accomplished your goal. On the other hand, if you get an objection, you still have some work ahead of you.

Overcoming Sales Objections

It is not end of world if you get some objections after your first closing attempt. In fact, you probably will get some objections after your Initial Close. Most prospects feel it is their duty to have some objections for the person attempting to sell them something. So relax and don’t panic. Now that the objection has surfaced, you just moved one step closer to the order. Keep in mind that an objection is not rejection. An objection is only a request for more information. Your prospect is confused and unclear about something you said or something you failed to mention. By addressing the sales objection, you give your prospect new and additional information. Armed with the new information, your prospect is able to develop a new and favorable opinion about their decision to purchase your product.

Objections should not be ignored and must be answered in a way that completely salifyes the prospect. The salesperson should not get defensive or start debating the prospect. The goal is not to win an argument. The goal is to get the order.

The “No More Objections” Close

Once all objections have been successfully addressed, you must close the prospect and ask for the order. As with the Initial Close, don’t even think about it and make this closing attempt an automatic part of your sales process. I refer to this closing attempt as the “No More Objections Close”. Once the prospect runs out of objections, the salesperson must ask for the order. Don’t think about it … just close.

Salespeople should always be direct and confident when closing a sale. The salesperson’s confidence makes the prospect confident about the decision to purchase. All objections have been successfully addressed and the salesperson must confidently assume the prospect is ready to do business.

Also, you must remain silent after you ask for an order. The prospect must be the next one to speak. There could be an uncomfortable pause while the prospect thinks about the final decision. If you interrupt that pause, you greatly diminish your probability of receiving the order. That’s why this is called strategic selling.

When You Must Close The Sale

As you now see, there are two moments in the sales process that call for a closing attempt. The first attempt is after you’ve presented the benefits of your product. The second time is after all objections have been successfully addressed. Implement this process and make closing automatic.

Before you start up your email or fax machine to send resumes, have you done a self analysis of your career skills. Gaining a prospective employers confidence early in the job interview could go a long way.

While applying for a job, it’s idealistic that you discover your strengths and weaknesses and be ready to address these. By knowing your advantage, the chances of finding & getting the job that you wish will certainly get smoother. But you shouldn’t become too confident because this is among the more common mistakes that plague job applicants. Appearing too surefooted or as somewhat of a know it all individual will merely get you tagged by your interviewer as unfit for the job.

IDENTIFYING YOUR SKILLS

1st thing’s 1st. You had better identify your accomplishments and skill sets. This is your ticket to get that job and you ought to be able to articulate your abilities and expertness as best as possible. A lot folk’s experience a difficult time narrating their accomplishments and abilities as this could appear to be boasting. But you shouldn’t be timid or afraid to talk about your skills. As a matter of fact, it’s crucial that you express to your possible employer what your gifts and talents are. You ought to be able to sell your abilities to your employer. That’s how you’ll acquire the job that you wish. It’s crucial that you don’t come out arrogant or condescending but you should as well avoid selling yourself short. Whenever the interviewer inquires you about your very strong points or what assorts you from the remaining applicants, you ought to be able to promptly apply an effective answer, but before you even go to the interview part, your resume had better spotlight your acquirements and talents for your likely employer to view.

TYPE OF SKILLS

There’s 2 primary classes of skills, hard skills and soft skills. Hard skills are tangible in the good sense that these are matters

that you do like: knowing how to control diverse types of machinery, knowledge of a specialized computer program, ability to type quick, skills about applying many types of tools, credentials concerning particular crafts, etc. Soft skills are skills that are kind of abstract in nature as if personal qualities. This may include the following: being a good team player, holding the power to work on your own, being enthusiastic or organized and decisive.

THE STEPS TO FOLLOW

Constructing a list of your former jobs and experience acquired 1st matter to do is to make a list of all the businesses that you had been employed at for and the skill-sets that you acquired by these employers. There will be numerous things to name and you had better be heedful enough not to forget even the most minor things or activities that you were part of or organized. It is also a good idea to list the volunteer activities that you participated in.

INCLUDE A LIST OF YOUR HOBBIES

Though it could deem trivial at first, it’s likewise really helpful to list altogether your hobbies. There are a lot of abilities that your likely employer may acquire from your hobby list. These will as well as give an approximation of your personality. For instance,

whenever you were part of the school’s debating squad, then your employer may derive that you have good analytical skills. If you were a whiz chess player, then your employer will hold the impression that you are good at arriving at critical decisions. Think of your day by day routine and the matters that you do and frequently take for granted. Are you an organized individual who always maintains your things in decent order? Are you an extrovert that could easily form friendships in a matter of minutes? These may appear ordinary to normal matters to you, but your next boss may believe differently.

CHOOSE WHAT CAREER YOU DESIRE

After listing all your skills and all the things that you do good, you may now resolve what area or career you would like to take a

crack at. Choose the accomplishments contained from your list and partner it with the career type you are seeking. Always acquire time to think if your skills are applicable to the job that you are shooting for. Do not be annoyed if you have to cut down a few of the skills from your list. It’s also crucial to include in the list your skills that the prospective employer will probably value.

ADHERE WHAT YOU WRITE

You had better be realistic about your skills and the degree of expertness that you have with it. For instance, if you suggest that

you are a really organized person, then you should be able to demonstrate this to the interviewer by being able to organize your

thoughts and effectively use the time that was afforded for your job interview.

It’s significant to recognize your skills every time you are job hunting. Always put your best foot forward and good luck!