Sales Careers >> Ask a Sales Pro >> Poll: Closing Techniques: Worthless or Wonderful?
Poll: Closing Techniques: Worthless or Wonderful?
Poll: Do you hate closing techniques?
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Posted 6 months ago SHQ Featured Writer Jill Konrath holds that closing techniques are actually counter productive. " I will never, ever train people on closing techniques if they sell to the corporate marketplace," she writes. Do you agree? Check out her article and give your $.02. If you do use closing techniques, which ones do you find effective? |
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| Posted 6 months ago I'm not sure "one sizee fits all" here. I think closing techniques need to be personalized to the person, business and situation you are in. I think guidelines are ok and hints, useful tips and things to keep in mind, but I feel the closing needs to be flexible to each sale. HarrietAlison
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| Posted 6 months ago Jill Konrath was discussing the constant closings of asking for the sale with trial closes.More of a badgering asking for the sale with every other sentence. When any sales person sits and thinks about the process, they are always closing. The time spent getting to know the client. This is a form of closing. We are building the value that allows us to close through value only or due to liking you. Our questions are geared to guide the client towards a yes. Small closings guiding the client towards the final decision of yes. How does that sound to you etc. assumptive closes. yes closes etc all guiding the client to make a decision to own from you. Keep in mind closings is asking for the sale. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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| Posted 6 months ago The issue in the article is not that the salesperson is always closing it is that the salesperson is so busy closing that she doesn't hear or see that the customer is not ready to be pushed. Rosemary friend me on Facebook or LinkedIn and follow me on Twitter |
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| Posted 6 months ago agree with you Ro ........... Closings are a must however we must pay attention to the clients wants ,needs,and desires. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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| Posted 6 months ago I thought Jill was a little off with the article's premise- that lots of sales people just close without reading the client. You should never trial close until the customer is ready. You have to engage with the customer to know if they are ready- so you cannot trial close unless you are involved in the conversation. "You can have everything... if you will just help enough other people." -Zig jack@pariseau-marketing.com
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| Posted 6 months ago Jackhamer~~~~~~~~~~ hammering until the person gives and caves due to pressure or becomes an irresistabele force you can't get past. HarrietAlison
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| Posted 6 months ago For any who do not think closing techniques have a place, two of the four months of this year I have 100% closings,last month 97%.Learn the different techniques and apply them to your style and vocabulary. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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| Posted 5 months ago jackpariseau says ...
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| Posted 5 months ago We should only be "closing" when we have earned the right to ask for the sale. We also should not be asking for the sale unless we know the answer. Some behavior styles will not make a decision on the spot, they truly just want to think about it. Also with any good sales methodology, closing is the easiest step in the process. Remember as long as the prospect does not say no, we are still just advancing the process, last minute objections are simply a signal to you the sales professional that the buyer does not have all the information or trust needed to pull the trigger. |
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| Posted 5 months ago We should only be "closing" when we have earned the right to ask for the sale. We also should not be asking for the sale unless we know the answer. Some behavior styles will not make a decision on the spot, they truly just want to think about it. Also with any good sales methodology, closing is the easiest step in the process
This statement should go into a book, you hit the nail on the head. |
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| Posted 5 months ago wouldn't you agree that closing starts on your hello. You are convincing the client that you are their right choice building the relationship and rapport,gathering information,discovering needs and wants at the same time discovering more wants and needs.This all builds to the different stages of closing. The trial close is sued to see if you are on the right track and if by chance the client is ready. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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4 posts back to top |
| Posted about 1 month ago It looks more like several different thoughts on what closing is. Is it learning about the company before you even go in? Is it asking repeatedly for the order? It all depends on you as an individual, your market, customers, and product. ABC = Always be closing, but a good salesperson should never or at least rarely have to "Jackhammer". I may have done this 3 or 4 times in 15 years of sales in cases where the customer about 50% of the time was too polite to say "No". There is a place for everything, and everything has a place, but some techniques are to be used in extreme cases only, and I am sure that there are many that are outdated and should never be used too! |
