CLOSING SALES TECHNIQUES: HOW TO ASK CLOSING QUESTIONS


We've already said that the most important part of the sales close is what you do and say before the close.

Forget about all the fancy closing sales techniques if you don't have your basic sales process down.

For a more comprehensive overview of one of the many effective sales processes that have been developed, check out FEAR Selling. But even if you follow the most effective sales process on the planet - you could build great rapport, uncover and answer all the key objections, make a flawless presentation, and then you could blow it if you don't close correctly given the situation.

In our observations of thousands of sales calls, one of the biggest mistakes that salespeople make when it comes to the sales close is that they don't know when to end the close.

In other words, they ask the closing question, but then they keep blabbering on without giving the prospect a chance to respond.

So what's the two-step process?

1) Execute the close, then

2) Shut up and let your prospect talk.






This online education module sponsored by the Sales Career Training Institute covers the basics of a wide variety of sales strategies, tactics and techniques.

To find out now about more advanced sales strategies for closing sales techniques check out the newly revised version of the book, FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects’ Deep-Seated Emotional Needs.




To check out excerpts from the introduction of the newly revised version of the book, FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects’ Deep-Seated Emotional Needs, subscribe to The FREE FEAR Selling Newsletter