Thoughtful Thursdays – Ready to close?

Today’s sales thought is about closing the sale.  It is a topic I have talked about several times and it never gets old. So you are ready close? That is great news.

Let’s assume your prospect is ready to buy and has the financial resources available to make the purchase and is able to take action.

Let’s look at a few reasons why a sale may not go in your favour.

• You have not yet convinced your prospect that your products and services will solve their problem.
• The prospect does not feel your solution is worth the price you are asking.
• Your prospect does not trust you enough.

Should any of above situations be in play, you are not ready to close. As obvious as that might seem, these are real reasons why potential sales are not closed and the sales person was unaware of the reason until it was too late. If you are disconnected with your prospect the above can happen.

Here are a few reminders to keep yourself at the front of the pack.

• Focus on the reason you are there – to meet your prospects needs and solve their problems in the best possible way. You are there to help.
• Quantify and communicate the value beyond the products and services you are offering.
• Take the time to establish raport, and build trust in your business relationship.

Make closing the logical conclusion to your sales activities, not a task you fear.

Good selling,
Richard

Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.

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