Have you been saying “I’d just be selling more if I could strengthen my closing skills?” The realty of sales training today is sales reps ask for help learning how to close…when the real challenge is their lack of understanding of how to sell. Join me as I share the role of closing skills in selling…and how you can help your team close more business by improving the way they sell!
Interested in improving the closing skills of your salespeople? Hi, I'm Jim Pancero, helping you become a stronger leader of your sales team. And the reality of most salespeople is, when they come to managers for help, the biggest help they want is in help me improve my closing skills. How many times has one of your salespeople said that I'd just be selling more if I could improve my closing abilities? Well, the reality of selling is, selling is a process, it's not an event. And the only way to improve your closing skills, frankly, is to improve your selling skills. Improving your closing skills is the same thing as saying, I want to improve my skills of crossing the finish line to win the race. Well, the only way you're going to do that, is you got to be the first to get there. The reality of selling is that it's the building of the steps, the cumulative process of selling that improves the closing skills.
If you're doing more to lower customer's resistance, if you're doing more to ask them questions, if you're doing more to present solutions that impact their business and they can see will have effectiveness for them, and then all you have to do is ask a simple close. The most powerful closing techniques I teach are very simple. What do you want to do now? Where do we go from here? What happens next? What would you like to see us do now? Those are the kind of closing skills, because if you've done everything else right, if you've presented this message that has impact on the customer, they're ready to buy. All you have to do is help them. So we don't need high pressure closing techniques, that went away in about the 1970s. What we need to be doing is being more persuasive by making sure our entire selling process is impactful, so the close is easy.
If the rest of the selling process is done properly, the close is just simple, low pressure, and brief. What do you want to do now? Where do we go from here? What happens next? What can you be doing to give your sales team more structure and process? Especially in these tighter times of selling where we have less time in front of our customers, to make sure that they're implementing effectively all of the steps of a sales call so they do improve their closing skills, because they improve their overall selling effectiveness. Love to know what you're doing with this. Love to know how you've been helping your people in these skills. Thanks for checking out my podcast. I'm posting two new podcasts each week, all aimed at helping you and your team increase your selling competitive advantage.