Close of a sale is the main part of todays sales jobs.

It makes the difference if we make money or we have wasted our time.

Without some sales closing techniques and planning you can only expect for the best outcome.  

With some simple tips you can increase your sales by nearly 60 percent more.

I am not going to give you any clever and technological terms here.

All I want to share is my experience on learning why people buy and more importantly why most sales people do such a great job but do not get the sale at the end of their presentation.

Here is my formula for a great close of any sale.

1. Make it short.

2. Tell them what action to take. Do not ask them.

3. Thank them for their time.

4. Inform them that now you will take their booking

Important note. Do not repeat yourself in the close of sale. This is one of the biggest mistake made, it makes any sales person look desperate.

Close of Sale is fun, be in charge and show your customer you are confident in the product you presented and you do want their booking. It is simple, just needs practice to make it perfect.

Please send specific questions about your sales job line and we can share more sales closing techniques with everyone here.

Direct sales training needs a lot of attention and time. It is probably the most difficult line of sales.

Some sales people have around 15 seconds to make an impression. For example, door knocking sales man and any kind of tele sales.

In this article I want to share some easy tips that you can apply to help you with direct sales and please do read other articles on sales and customer services on this website as they are all closely attached.

What makes an impression?

What makes people like someone or not?

You can expand the questions, but these two are going to be the main help points for us to conquer direct sales training in an easy way.

One of the most important sales book ever written is from Dale Carnegie, ‘ how to win friends and influence people’ .

In this book Mr. Carnegie much ahead of his time outlines that there are four key points why people like someone and become friends.

1. Smile.

People like happy people. It is that simple and that difficult to achieve this skill. We must take a genuine interest in our customers. Let’s start any conversation with an admirable full smile. You will notice people are going to have more time for you.

2. Use your customers name.

The most beautiful sound to anyone’s ears are the sound of their name. It is polite and kind to greet people with their name. If your customer let you use their first name. Bingo, you have broken the ice and probably 90 percent more closer to your sale.

3. Do not assume.

Here is your customer telling you a story which you might have heard the 20 times in that single day or giving you an objection for your sale. This can easily lead to assumptions and negativity.

My tip here is going to be to be a great listener and let your customer say everything that he or she wants to say. There is a big chance that you will have a better view at what is going on at the end of his talk then assuming what he is going to say.

4.Thank them and shake their hand.

Another easy but forgotten topic in direct sales. We forget to thank our customers in a genuine way. It does not cost a penny and believe me, it makes the difference. A genuine, full hearted ‘thank you’ and if you are not on the phone, finish your sale with shaking their hand.

Use these four easy steps in your daily sales and make a difference. It does not cost you a penny more and the results are measurable. Work more on becoming  a great listener and make a difference with training for direct sales.

We hear a lot about this title, strategic selling on the internet and I wanted to have my views on the subject and created this article. I am hoping to receive some feedback from you.

Sales is a master art. It has so many dimensions that I am more than sure that no one person in the world knows what triggers people to buy.

Everyone has a different background, culture, state of mind and more. However, there are many ways that we can evaluate a situation from our customers.

This comes with having the best listening skills and looking out for those signs that our customers give us during our conversations.

One of the problems, sales people have is that we assume a lot. It is normal we are in the business and we think that we have heard the story so many times.

We assume what the customer want. This cost me a lot of money, I can assure you. Strategic sales for my taking comes to live here. Somewhere between listening and knowing your product well.

If the customer is totaly uninterested we must have a contour policy where we can offer an alternative. Something we believe will benefit them. The strategy must be that we need to be open to sell anyting from our portofolio.

A customer who seems uninterested in buying a carpet, might be interested in buying a hoover as he has a carpet. So if you are selling both, there is your strategy. If the customer is not interested in paying a full amount infront for the item, can we offer monthly installements?

The planning is the important part, before we go out there meeting the real world, we must know our products and how we can make it flexible for each individual.

The moment flexibilty message is passed to the customer, there can not be any more objections. Try to have a strategic sellling plan, I am sure this will increase your overall performance with the objections.

 

Presenting your sale is the one important stage that determines whether you make money or not.
 
Sales presentation training article covers each step of the process here to help you in planning each occasion.
 
 

 
Knowing your product.
 
The key is knowing your product inside out. Put yourself in your customers shoe and note down every question that you can be asked.
 
Next is to note down all the answers to those questions. This is a very simple exercise and proven to be the most successful one.
 
If you know everything there is to know for what you are selling, it will add extra confidence into your presentation. This should only take 20 minutes of your time once you experiment the skill.
 
Preparing yourself.
 
This section is probably the most important one at your sales presentation training.
 
You need to be in the right mood for sales. Nobody will buy from us if we are miserable.
 
People only buy from the salesperson when they have some kind of an admire for that person. It is almost like been in love.
 
Prepare yourself. Be positive, think positive and visualise the best outcome from the sales presentation as if it already happened.
 
Do this in the first person. For example.
 
‘ it is now 5PM and I have made 25 sales in my meeting today, I feel great and proud of myself’ .
 
Use your imagination, get into that mood of your best happy self.
 
Prepare the venue.
 
This stage is to prepare the venue where the meeting is going to take place. You must make sure everything is spot on. Microphone, drinks, other speakers etc. Go over all your list and speak to people. Practice and plan to make sure there are no interruptions.
 
It is recommended that the venue is a quiet area and well lighted up unless you are using a projector etc.
 
Prepare your speech.
 
Do you need notes or key cards?
 
Is there an easy way to remember your main topics so you do not look like you are reading your notes?
 
One great tip is to engage people in what you sell by story telling. Draw an image for them, give them a story which makes your presentation more real and an easier one for you to control.
 
Check out your qualifying questions. You can use a few of them in every five minutes of your meeting.
 
If you are only delivering a short sales presentation than one qualifying question just before the close of presentation is enough.
 
Delivery of the sales presentation.
 
Make sure you start on a high pitch voice. It is easier to lower it down later than working on bringing your volume up.
 
A high pitch ‘good morning’ will wake people up and keep their attention on you.
 
Of course, it goes without saying, smile to everyone. People love happy people.
 
Close of presentation.
 
Sharp, short and simple.
 
One golden rule is not to repeat yourself, this will make the sales person look desperate at the end of a great presentation.
 
Close the presentation with your sale and tell them exactly what you need them to do next. I said ‘tell’ not ‘ask’ , there is a great difference.
 
One final note is to thank everyone for their attention and inform them that you are now there to help and assist them with their enquiries and bookings.
 
You can save yourself a lot of money with this simple sales presentation training. If you have any specific questions, please use our ‘contact us’ section.

We are all out there trying to make our living, buy the next thing on our shopping list and pay for the next instalment of our mortgage to the bank.
 
We almost have no time for any training, especially training on business sales. Life is definitely difficult for all of us. If you have a team to manage or you are an owner of a company, people even expect more from you.  It is very difficult to cover this topic in one short article however here are some tips where to start your journey for a great training.
 
What makes a difference between a company who brings profit and one that gets by each year?.
 
It is the people who work for them,  
We must train our people in business sales. In every section of the business. From the cleaner to the CEO of the company must live the goal of the company. Everyone must have a willing to improve those profit margins.
 
 
How can you achieve this?
 
Well, you can spend some money to bring a sales seminar each week which might work or not. Look out in your local market and on the Internet, there are great solutions.
 
However, a cheaper way is to get people involved in decision making for the future of the company and get them to feel that they own part of this business. If your staff feel that they are important and this is not just a job, where people wait for their wages at the end of the month and forget about the company afterwards, they will contribute. They will treat each person outside and inside the company with respect and find ways to satisfy the customer.
 
We must move our people from boredom of a normal job to proud career individuals.  Key factors are, investing in your staff in each of your departments and giving them importance.
 
Create incentives for them to achieve better results. Publish the results in your newsletters or with at team meetings. Encourage people to make mistakes when they are learning.
 
It is money well worth spending on business sales training. The results are going to show and they will show very fast.

For many of us, we are made to believe that customer service skill is different from sales. It is another league.

You might even think if you are great at sales, than you cannot be good in customer services. I hear this a lot from people.

It almost sounds like we need to cheat people into buying something from us then run miles away from them.

I would like to challenge this concept. What I see in todays world is that the companies bringing much more profits and keep their customers happy are the ones with a solid customer service bakground.

To achieve the skill for good customer service, you must start investing in your customers and research what your people are about.

Do you have a lot of different types of customers?. Different backgrounds, different languages, different likes.

Make a list of everything. Make sure that you put yourself in your customers shoe and try to imagine what they want and what is their problems.

List all the solutions, even if you do not have the solution ready, make a note that you can go back to.

One customer service tip, I read more often these days is that we cannot assume and come to conclusion when we are with our customers. Our job is not to guess cleverly what they are getting at. If anything be a great listener and wait until you hear everything from your customer.

Using many open questions will lead them to talk more. People love to talk about their self, so let them. Give time plenty of time and make your customer service skill your priority.

It is going to make a difference. You will notice it in the faces of your customers and in your sales reports.

Sales training skills is a my blog to share my experience with you in your journey to achieve better results and keep you motivated in your sales career.
 
Sales is the only job line in the world that everyone is involved each day during of our life. You might not be aware that you are actually a great sales person.
 
When people think of sales, the very first image that comes to their mind is the door sales man or the sales person at the shopping center who try to sell them double glazing. However, sales is not always so direct.
 
 
Sales in modern life 
In the modern days, people are so well programmed that sometimes you do not need a salesperson to ask them if they want to buy a product as they have already bought it before they arrive at the shop.

How does this happen?
 
Simple answer is ofcourse TV, newspapers and magazine but more than these three listed is the word of mouth. I am sure you have heard of this before and I am going to confirm it to you with this article.
 
Word of mouth works better than any marketing material that men has created so far.
 
Let me give you some examples. Have you ever been to your local clothes store because your friend bought something for cheap there?
 
Have you ever read a book because someone recommend it to you?
 
Watched a movie because your friend said, it was amazing ?
 
Choose a holiday destination because Mr.Smith and Mrs. Smith next door been there and they do not stop talking about it?
 
What I am going to share with you here is my 20 years experience with sales training skills. This is a free website and I do hope you enjoy these articles and please spread the word for some great tips on sales and customer services.