Understanding Closing the Sale Part 1
Allow me to introduce you to why I feel the art of professional closing so vitally needed, especially by today’s better trained and more informed and professional salespeople. These are also the same salespeople who have to deal with the most educated sales prospects in the history of selling, either in Australia, or anywhere else in the world today
I bring up Australia here for a specific reason because it has one of the worlds smallest populations in an extremely vast continent. The cities compared to other major cities around the world are smaller, the country centres even smaller and the smaller country towns further apart than almost anywhere else in the world today. Here, salespeople tend to be younger than anywhere else in the world simply because of the excessive time spent traveling.
It is for this reason I am so pleased the selling standards I have encountered in Australia are so high.
In this, my 51st year in sales, and I am expanding my initial sales closing book, “Over 50 Ways of Closing the Sale.” In fact, the research for my first sales closing book stems back to the mid 1970’s when I isolated over 200 Closing Techniques and over 1,000 associated (and related) Adjuncts to Help saslespeople to Close Sales more effectively and Sell Better overall.
In 1983 I produced an Audio Tape series entitled “Over 50 Ways of Closing the Sale,” which included a 140 page A4 sized Workbook, with over 100 Help-Cards, Closing Cards and Note Cards. That series sold over 2,500 sets in one Australian city (Melbourne) alone, and was mostly sold door to door and then purely on referrals. I later found out that the “Over 50 Ways of Closing the Sale” audio pack had broken many of the existing book sales records and its sales were in a sector of its own – in the ‘Selling Audio Tapes Package’ field.
In 1994 I was encouraged to translate the Audio Tape series into a self published Paperback Book which the first edition went on to sell over 6,000 copies in Australia alone. That was a commendable number for an Australian business book. Eventually bad health removed me from all forms of Sales Training, Public Speaking and Sales Management. But I do really enjoying selling (in all forms) whenever my body allows me to – due to heart problems that have been with me for over 30 years. That’s why at 68 I still sell, and do it reasonably well when I am able to. And if that means working 3 days a week or one week on and one week off, I do it.
I am also proud to have a track record, that until now, suggests I have been able to maintain a high status in sales, to which I mainly attribute the ability to constantly going back to basics, whether I am on track on not. So whether I have been lucky enough to win Sales Awards, Rewrite the Record Books either on a National or a World-wide scale, work in Sales Management and other Senior Sales Management or as a Corporate and Small Business Sales Trainer and Advisor (for more than 35 years of the 51 I have enjoyed in sales) the most common reason I have noticed for sales not being made is most salespeople I have managed to help usually don’t sell simply because they fail to ask for the order.
In my sales training workshops, people express a variety of reasons why they don’t ask for the sale. The purpose of this introductory sector is to reveal the most common reasons why sales people don’t ask for the order and how easily it can be addressed and corrected.
Sellers Dread Fear of Rejection
In my first Sales Closing Book, “Over 50 Ways of Closing the Sale,” I devoted a complete section to this one subject – and you would do well to spend some time studying what I had to say at the time. Things may have changed somewhat over the past 20 years in all areas of sale, but the Fear of Rejection is still (in my opinion) is by far the most common reason why people don’t ask for the order.
Personally, I don’t know many people actually enjoy being rejected, or would even go out of their way to be rejected and salespeople are no different. Rejection is still rejection – no matter how small or how intense – it is still rejection, and whenever rejection is taken personally it hurts.
This dreaded Fear of Rejection is a real FEAR and whenever you are affected by this real FEAR it HURTS – REALLY HURTS.
However, it is also critical to realize that any form of rejection, especially a ‘No’ in a sales call is not a personal attack against you. It simply means that your prospect or customer has decided that he or she does not need or want your product, service or solution at this present time. And what’s more, in most cases it doesn’t mean they dislike you as a person either.
There are times when because we may have taken the rejection personally and can become pushy, or rude or even arrogant as a form of comeback or retribution for whatever reason, be aware your response was neither professional nor acceptable. And if you were guilty of that or even something similar, get over it, learn from it and do whatever you can to avoid it in future.
As a professional salesperson you should be above that and never be consumed by something so trivial as a business rejection – be it somewhat justified in your eyes at the time or not. It simply cannot and should not happen.
Sellers are Afraid of Being Too Pushy
Far too many salespeople are afraid of being perceived as being pushy especially if they have been complained about by a customer; told by a prospect they would have made the sale if they had not been so pushy or had one of their superiors or another senior salesperson suggest they could have done so much better if they had not been so pushy.
Unless as a salesperson you choose to use manipulative sales tactics, overly aggressive closing lines, or use the wrong tone of voice or talk down to people, very few people will seldom think you are being pushy when you ask for an order. And to most people making a buying decision is quite often a traumatic experience.
The key to doing a good job and not to appear overly pushy here is to ensure that you done an effective job at identifying a potential problem and presenting your solution in terms that make sense to your prospect, and then, and only then, addressing any potential concerns they may have. If you achieve these goals, you have then earned the right to ask for the order. personal bias was that he personally abhorred aggressive sales people. However, he went on to say that he had also learned that you need to be somewhat aggressive in order to ask for the order. Mmmmmm, guess who I won’t be taking too much notice of when it comes to advanced sales techniques or closing hints.
They are Afraid of Objections
The salespersons ability to effectively handle objections is without doubt one of the single biggest factors in getting your prospects to buy from you. An objection is simply an indication that the prospect has either bought or is at the very least considering buying. At this point the objection should be both welcomed and carefully listened to by the salesperson.
If the salesperson considers the objection to be a reason for concern by the prospect, therefore a true objection should not be thought of as an unreasonable expectation. The only thing the salesperson needs to immediately consider what is a real objection and what should be viewed by the salesperson as a smoke screen set up by the prospect. This is an important consideration as it an important difference.
On the other hand, managing prospect expectations, and more particularly, the many unreasonable prospect expectations encountered during a sales presentation requires a different skill set that more often than not can surface under a different heading after it may have been perceived as an objection in the first place.
Objections are and should always be thought of as a natural part of the sales process. Many sellers have learned that the best way to deal with them is to anticipate and address them early in your sales presentation or proposal.
It is also important to understand that when someone articulates a real objection, try and deal with it as professionally as you can as it usually is an indication of the prospect’s interest in your product or service, and strongly suggests a better than average buying signal. At this point it should be understood it is much better to deal with an objection, no matter how awkward, rather than to walk away from a potential sale with no idea of why your prospect didn’t buy from you.
They are Afraid of Awkwardness
I recently read how in order to reach important goals, people must always be willing to expand their comfort zone. This information made perfect sense to me at the time – as it still does now. Most of us have dreamed of being our own boss and breaking away from our regular jobs,-+ however we don’t, because we know that to do so we must take great risks. Yet, among the highest earners anywhere are sales professionals, however far too many people overlook this profession because of what they perceive to be an uncomfortable feeling associated with asking for the order.
The irony is that those of us who take the time and trouble to increase our earnings above the hourly dollar concept offered by “regular” jobs, we will constantly face something that regular, ordinary, safe and (should I also add – typically broke) people rarely have to face. We will face massive amounts of awkward situations which at times we wrongly think of as REJECTION. But that is not the truth of what sales is about, because sales is about FREEDOM. And awkwardness will always come from external forces and never from within.
The truth is awkwardness can come in many kinds of disguises that can really throw us off our focus when we least expect it. And awkwardness may not just be as cut and dried as a sales representative think or feel. It may come from a banker refusing you a personal or business loan, or it may come from a potential partner, refusing your proposition for an alliance, or it may come from friends refusing to test out your products, and worse still, it may come from a family remember refusing to believe in your ability to succeed.
Either way, in order to be a success you must learn to rise above all of this unexpected awkwardness. You must develop your mind to deal with rejection, adversity and failure.
Yes it does feel awkward and it does feel uncomfortable at first. But that’s just like anything else you attempt for the first time. The key here is to create a variety of lines, phrases, statements and questions that you are comfortable using and then practicing them over and over until they tend to flow smoothly and comfortably from your brain to your mouth. And don’t ever dismiss this simplicity of this idea.
Verbal rehearsal and practice is one of the most effective ways to remove any awkwardness and discomfort from a new sales approach, question or response. Remember, you will always miss 100 percent of the shots you don’t take, and this applies to sales, too.
In today’s highly competitive world you need to be proactive in asking for the sale. Otherwise, one of your competitors, who is more assertive, will capture the business you have worked so hard for and rightfully deserve.
Copy and distribute this content as often as you want. You are encouraged to share it. © Copyright Peter Collins, Sydney, Australia, 2002, 2007, 2011, 2015, 2017
#SalesTips, #UnderstandingClosingTheSale, #Part1, #SellersDreadRejection, #AfraidOfBeingTooPushy, #AfraidOfObjection, #AffraidOfAwkwardness, #SalesSuccess, #CreateLastingSales, #ClosingSales, #Sales, #PeterCollins, #PeterCollinsProfitMaker, #ProfitMakerSales, #Selling, #ProfitMakerSales.com
This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies of his books over 49 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
FACEBOOK BUSINESS GROUPS
Sales, Selling, Closing and Marketing Hints and Tips: https://web.facebook.com/groups/286045915084689/
Closing, Sales Hints and Tips: https://www.facebook.com/groups/1325421490866876/
Selling + Sales Hints and Tips: https://www.facebook.com/groups/283568298730178/
Share the Success: https://www.facebook.com/groups/229231267521364/?ref=br_tf
Friends of Peter Collins ProfitMaker: https://www.facebook.com/groups/1340727249317279/
FACEBOOK CHRISTIAN GROUPS
Jesus is Lord: https://web.facebook.com/groups/841772792591425/
Inspiration, Motivation and Bible Based Success: https://www.facebook.com/groups/1847901328790418/
Christian Heros: https://www.facebook.com/groups/1168666616580368/?ref=br_tf
Christian Poetry & Poetic Verse: https://www.facebook.com/groups/109697049574664/
FACEBOOK BUSINESS PAGES
Peter Collins Success Centre: https://web.facebook.com/PeterCollinsSuccessCentre
Peter Collins Business and Uplifting Articles: https://www.facebook.com/PeterCollinsBusinessAndUpliftingArticles/
Peter Collins Closing Hints: https://web.facebook.com/PeterCollinsProfitMakerSales/
Peter Collins Sales Hints: https://web.facebook.com/saleshintsandtips/
Peter Collins Business Services: https://web.facebook.com/Peter-Collins-Business-Services-5…/
Peter Collins Quotes and Sales Tips: https://www.facebook.com/PeterCollinsQuotesandSalesTips/
Peter Collins List of Books: https://web.facebook.com/PeterCollinsBooks/
FACEBOOK CHRISTIAN PAGES
Peter Collins Christian Articles: https://web.facebook.com/PeterCollinsChristianArticles/
Success Revealed Through the Bible: https://www.facebook.com/Success-Revealed-Through-the-Bible-1184249301630029/
What the Bible Says: https://www.facebook.com/What-the-Bible-Says-1826843094198048/
Peter Collins Profile: https://www.linkedin.com/in/peter-collins-95b6b8105…