by Dee Schneider

Created on: September 27, 2008   Last Updated: June 13, 2009

In the world of sales, there is nothing quite like closing and sealing the deal.
If you don't get a buzz out of that, your'e in the wrong business.

There is a sales "attitude" that is imperative to any close. You need to be on the same page as your client, and they need to believe that you are the real deal.
The minute your customer gets a whiff of your desperation, and feels just "another number", they will be out the door, and you can kiss your sale goodbye.

Now - all the correct "attitude" in the world, will not help if your technique is lacking.
Good closing techniques can be learned. Here we look at some easy to adopt stratedgies for sealing that deal;

* Questions:
Unless you want to back yourself into a corner,
make sure you ask open ended questions.
From the moment you first make contact with your potential customer,
allow them some
choices; "Would you like to meet on Monday morning, or Tuesday evening?",
asking "Do you want to come and meet to discuss this", is likely to illicit a
"No".

* Flow : Rehearse your spiel, but not to the point that it is obvious you are memorising
a script ! If your customer says "Nope, tried it before and it was rubbish",
Don't reply with "Oh well sir, it comes in orange, red or pink!"
Listen to the statement / question and address it - with a quick, succinct
and valid response.

* benefits:
Be really clear about what you are selling.
No matter your product / service, you are selling the benefits, not the features.
In other words, sell the sizzle, not the sausage.
If you are selling inground pools, Don't bog down your customer with
a list of specifications, dimensions and details - Engage them in an exciting
conversation about lying around their new pool this summer and feeling like being
at a tropical resort, about the kids having hours of fun, and of their friends
all being jealous that they don't have a pool !

* Psychology:
No you don't have to have a PhD in pysychology, however - understanding basic
principles about what makes people tick, will go a long way.
We all want to feel good about ourselves. If you can keep that
as your golden rule, you can accomplish anything.
your customer wants to feel important, special, smart, and worthy.
This means that it is your job to make them feel good
about choosing to buy from you. Let them know it is a great decision.

* Don't flog a dead Horse:
At some stage, if the presentation starts going pear shaped, and doesn't recover,
Cut your losses and move on.
Don't waste your time, focus your

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