There are hundreds, perhaps thousands, of different sales closes. They all work. At least they all work at one time or another. Obviously, when closing you do everything you can to create urgency. You use all the honest tools you can muster and all the options your company provides. You use your favorite assumptive closes, [...]

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I’ll never forget the day I watched a secretary outsell a team of sales veterans.
The company sold customized CRM software. That morning I’d met with some of their less successful reps. Most of them knew exactly why they weren’t selling. “Our prices are just too damn high,” they assured me repeatedly. I’d heard it before. [...]

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Closing a sale doesn’t always happen as easy as we hope. It’s great when it does, but there are times
when the prospect wants to negotiate. Sometimes, they need to negotiate because they have a true requirement that still needs to be addressed. Other times the prospect just wants to feel like they won something and, [...]

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The Close doesn’t have to be a big event that’s intimidating or uncomfortable for the prospect and the sales person. It shouldn’t be treated as a major occasion that you approach after overcoming painful hurdles and then confront the prospect in an adversarial way. The Close is actually the opening of a new relationship and [...]

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Several weeks ago, I was speaking with Jay Hellwig. Jay is a top sales professional. Jay said, “Zig Ziglar’s tapes on ‘Secrets of Closing the Sale’ are my favorite tapes.” Since there are over 50 specific closing techniques in this set of tapes, I asked Jay what was his favorite technique. [...]

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Successful closing is fundamentally an extension of other steps in the sales process. You must be proficient in all phases of new home selling if you hope to close consistently. Therefore, your first move toward sharpening your closing skills is to improve all your selling skills, especially your ability to discover and qualify. [...]

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When clients ask for help in closing more sales, I’d ask them to list the objections they are hearing that prevented the sale. It’s when they start stumbling over their response that I ask, “Are these the objections you are hearing directly from your prospects or what you’re assuming as the reason why they don’t [...]

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