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There are three easy steps to close a sale, no matter what kind of sale or product you are selling is. Selling is all about great communication from the sales person to the client, knowledge of the product that is being sold from the sales person to the client, and becoming personal with the client. The first step in closing a sale is to be personal with the client. When people are going to invest money to purchase something, it makes them feel good knowing that you were not there just for the sale, but there to actually help them out with the item that you sold to them. Being personal can include using the clients first name, making small talk, asking about what they will be using the product for, just generally putting an level of appreciation for the client out there.

Secondly when closing a sale, you want to let the client know the benefits of the item or items that they are purchasing. You may have already done this with the opening of the sale, which is a good technique to use. But, with the closing it is also a good thing to reiterate the benefits from that they are about to get. By letting them know the benefits you not only show the qualities of the product, but to many customers this shows a level of genuine concern and knowledge from the sales person.

The last and final important thing when closing a sale is to thank the client for their purchase. Thanking a client is among the best thing that a sales person can do, because to the client is shows that you were genuinely interested in helping the client and receiving the clients business.

When I worked in computer tech support for a major cable company, it was our job to try to upgrade and sell additional products to our customers. By following the three steps that are listed above, made it very easy, if effortless to sell. Many of the people called in to tech support with issues with their computers. The first thing to do even before attempting to open a sale is to apologize about the issue and build a personal relationship with the caller. By doing this, it allowed me the bridge to go from fixing their computer issue to suggesting other products and the benefits that they will receive from having the upgrade or the new product. Once I informed the customer of what is available to them, and how it will make their life better, it was up to the customer to decide to want it or not. One thing I can say is that my skill of open communication and enthusiasm is what made customers say yes, 90% of the time. Once they said yes, I will then explain the benefits once again while thanking them for purchasing the upgrade or new product. In closing the sale, I would use their first name while thanking them and telling them how much I appreciated their business.

In general, people dislike sales people. It is something about the push for the sale that turn many potential clients off. Instead of having a sale be a profitable experience, and turning it into a personal experience, you are guaranteed to increase your amount of sales. Clients like knowing that you are not there to sell, but there to help the client.

Learn more about this author, Marisa Taylor.
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