The art of closing is no laughing matter and In my book, sales is like stand-up comedy.
A good comedian will assess the audience, they will test the water and change tack if necessary before delivering their punchline.
The same thing goes for good salespeople. Their material might not be as amusing, but they’ve got to be pretty sure of themselves and know the right time to close in order to clinch the deal. It’s all about confidence and timing…
Salespeople need to exude self-assurance – and this means using positive body language alongside a commanding tone of voice and decisive words. Phrases like “So now you appreciate these benefits, shall I go ahead and place the order for you?” work well – especially when delivered with a smile and full eye contact!
Some of the best salespeople close when they’ve either highlighted the product/service’s benefits or have successfully handled an objection. However, there are other opportunities. Make sure you or your team look for buying signals - questions about turnaround times, delivery, installment terms and warranty all indicate that a prospect is interested in making a purchase.
Use your next team meeting as an opportunity to master the art of closing, focus on closing sales – with an emphasis on confidence building and timing? You might not be able to teach the art of making others laugh, but you could help prevent their closing technique from sounding like a bad joke!
Put learning into action, there are 6 eLearning modules covering the Art of Closing available now.
By Lorna Leck, Managing Director of The Sales Activator® Ltd. For further learning why not try the Sales Activator's eLearning course 'Winning Presentations'? It is designed to benefit all levels in Sales and Service, and is packed with useful tips and exercises to help you deliver a high impact presentation. ‘The Art of Closing’ is written by Lorna Leck.