Closing a sale is, in simple terms, the phase where a prospect decides to buy a product or service and become a customer of a company . This process applies to both prospects (those who have not yet purchased a product) and customers with whom you can make different types of sales .
There are products that practically sell themselves (for example, think of that soft drink that doesn't require any sales work to be consumed), while others require more work.
Imagine that you have a clothing business that is not so well known and you are competing with hundreds of brands that are looking to position themselves in the eyes of their potential consumers. At this point you will need certain skills and strategies to make a good sale .
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What does it take to have a successful sales closing?
Now that we've covered what a sales closing is, the next step is to know what successful sales closings entail .
Closing the sale is the culmination of previous work, so it shouldn't be a problem. Of course, as long as the salesperson has done a good job in the early stages of the sales process; which, in general terms, are:
Prospecting
Qualifying prospects
Preparation and approach
Presentation
Argumentation and handling objections
Closing sales
After-sales services
The phases prior to point number 6 should set the stage for an effective sales closing. But consider that some sales closings can be more complicated depending on whether your product is new, different or even innovative and difficult for your prospects to understand.
For example, let's imagine complex products such as software for a business process. Closing the sale may require several sessions until the company convinces the customer that its product is what they need to solve a problem, that the ROI is clear, and that it is a good solution from a technical perspective.
Another factor in having a successful sales closing is the role that the salesperson assumes in front of his client. According to Brian Tracy , sales guru and entrepreneur, “high-performing salespeople do not see themselves as salespeople, but as consultants.” He adds:
“[Sellers] should be seen as people who solve problems with their products, rather than sellers who are looking to exchange money for what they offer.