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Useful Reminders for Closing a Sale

Sep 02 2015, by PEOPLE in Sales

It’s true, even the top performing salespeople can use reminders for sales techniques, especially when it comes to closing. Closing a sale can be one of the most challenging, but most crucial, parts of your pitch. Here are a few useful reminders for closing a sale that will revamp your pitch.

Believe it or not, you’ve been learning how to sell since your earliest years. Do you remember when your parents would promise to give you dessert if you ate all your dinner or let you play outside with your friends if you finished your homework? Chances are, you put up a fight more than a few times. If you have kids, and even if you don’t, you are probably familiar with the stubborn period of childhood. As a salesperson, try to tap into your inner stubborn child. When kids ask for something and their parents tell them “no”, they ask again and again. If they’re still not getting what they want, they change angles, going from happy to angry in a blink. That’s not to say that you should throw a temper tantrum if your prospect keeps offering objections but top salespeople know that, like a child, you need to have persistence. Don’t take “no” for an answer.

The difference is that eventually, children are taught to give up and stop asking. No matter how much the child negotiates, the parents just won’t budge. The child then learns that there is no longer a point in asking because they will never get what they want. For families, learning limits and accepting rules is an important part of life. Salespeople, however, will need to learn how to put this aside when they are pitching a prospective client. It can seem like the natural path to take when a client keeps rejecting your offers, to back off and stop asking. But you will never get what you don’t ask for.

A huge part of successfully closing a sale includes making sure your prospect knows how much you want their business. You should do this both at the end of a sale as well as during other points in the sales process that require a commitment. Many salespeople are intimidated by the idea of asking a second time if their prospective client says they’re not ready to buy or they need more time to think. If you let your client try to sort through the information by themselves, you are less likely to nail the sale. Salespeople are responsible for helping potential clients through the decision-making process. If you stop pushing at the moment they object, you are taking yourself out of the equation early. Instead of feeling nervous about pushing too hard, remember what a child would do in your position. They would ask why their parent is saying no or needs to think so they can figure out a new angle.

You will never get your dream client’s business if you don’t ask for it. A big part of closing a sale is being persistent. Sometimes it just takes a little nudging to transform your prospect into a new client.