by Kevin Mcinturff

Created on: September 29, 2008   Last Updated: June 13, 2009

Anyone involved in selling knows that there many philosophies on how to sell. Some advocate soft selling others high pressure, but no matter what type of selling you do closing the sale is crucial if you are going to earn a living in this profession.

The success of closing any sale depends on the foundation that you lay with your prospect. This is especially true for high ticket items such as autos or homes. First and foremost, make sure you are talking with the right person. If that person is not the one who makes the final decision and writes the check, then you will never close a sale.

Next, ask probing questions about what they are looking for and try to determine which product or service will work best for them. For example, if a family comes into a dealership with 5 kids, then you probably would not want to sell them a subcompact.

Find out which parts of the deal or feature are negotiable or nonnegotiable. If someone wants a certain color and you do not have it, is that a deal breaker? It is important to find out what is really important to that person.

Demonstrations are crucial for closing a deal. It is important for that prospect to try, view, drive or use whatever your product does. If they do, then they will feel ownership and ownership is an important key to closing a sale.

Overcoming objections is the next part to closing a sale. People always throw up objections because they want to be sure that they are doing the right thing. The best thing here is just to let them keep voicing objections by asking if there is anything else until they get tired and then just wrap it up by telling them about any program or guarantee you offer.

Leading the close; people want to buy not be sold. The important thing to do here is assume the sale and lead people into the close. For example, when everything else is done just ask them to come inside to get stared and then find out what kind of beverage they want or ask then again if they preferred that item in red or blue. You want to give them a choice not a yes or no answer. If you lead, they will follow.

Finally, love their purchase. This is crucial to overcome buyer's remorse. Let them know that they made a good decision and that they will love what they just bought and then ask for a referral. Your next sale should always be tied to your previous one.

So by following these simple guidelines, you will find that you will be closing more sales in no time. Of course, nothing will work 100% of the time, but if you just double your closings then you just doubled your earnings.

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