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Sales Consulting and Training:

The Ten Commandments of Closing

Tips for Closing

We’ve talked about different types of closes and ways they can be used, based on the situations you face as a sales professional. It also helps to follow a few simple guidelines that truly apply to any closing situation. These guidelines are general rules that any sales professional should follow in order to make closing a smoother and more comfortable process. We call them The Ten Commandments of Closing.

The Ten Commandments of Closing:

I. Thou Shall Stay Positive When closing, maintain a positive attitude and make the assumption that you’ll get the sale. Don’t go for the close timidly just to closefor the sake of closing.

II. Thou Shall Reassure – Customers want to know that they’re making the right decision. So long as you have done your job as a sales professional and made theright recommendation to your customer, reassure them that they’re making the right decision. Don’t put negative thoughts into their mind.

III. Thou Shall Stand Fast – The best closers are the ones with the desire to succeed and win at what they do.  Don’t get discouraged.  Go for the win!

IV. Thou Shall Relax – Customers will notice if you are uptight and uncomfortable asking for the sale. Take it easy and know that by asking for the close, you’re on the cusp of making a sale. Allow the customer to be relaxed during the process by being relaxed.

V. Thou Shalt Not Pressure – Don’t use hard closes to make the sale.  Asking your customer, “So, do you wanna get it?” is like smacking them in the face with a frying pan.  Make the process easy for them by using low pressure closing techniques.

VI. Thou Shall Keep It Simple – To make it easier for a customer to agree to buy your product or service, it is best to use simple, straightforward closes. Don’t ask long drawn out questions that were preceded by complex dissertations.  Keep things simple.

VII. Thou Shall Ask Again – If your customer responds to your close by throwing out an objection, first answer their question and then ask for the sale.  Just because they’ve objected doesn’t mean they won’t buy.  If you face an initial roadblock, deal with it and then ask again.

VIII. Thou Shall Create a Buying Atmosphere – Don’t place added pressure on your customer by making it seem like the weight of the world is on your shoulders if they pass on the sale. 

IX. Thou Shall Close on a High – Don’t ask for the sale when it is clear the customer is not ready to buy.  Take advantage of those positive situations when it makes sense to ask for the sale

X. Thou Shall FAB Your Customer – Benefit statements are a good way to lead into a close. As you wrap up your discussion, provide your customer with oneadded benefit of working with you. This is a way to strengthen positive discussions and dovetail into a close.

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