Sales Force
Sales Call Closing Tips (I)
Why is closing of sales call so important? What are the main rules of closing and buying signals of customers?
Posted: Dec 2011
Making the successful sales call is a very complex process. It starts with opening, identification of needs, follows with proposal and handling of objections. The last part is the crucial one – closing the call.
If the closing of cal is not done properly, it can ruin something that has been already agreed. Therefore check for closing rules, buying signals and common closing mistakes
CLOSING RULES
Certain rules should be respected when closing the sales call.
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Close when the buyer is ready
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Do not change either the tone or the speed of your voice while closing the
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Close after handling the
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After closing – shut
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Avoid questions which may be answered with "no"
Closing the sales call requires knowledge of the rules, but some practice as well. Disrespect of closing rules can ruin already agreed order. If you agree and close the sales, but continue to talk, you may irritate the customer and provoke him to change his mind. Therefore, don’t "over sell".
BUYING SIGNALS
When negotiating the sales transaction, it is necessary to follow the customer and "read" his/her reactions. Look for positive signs:
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The Customer Becomes relaxed
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He looks carefully at the price list
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He smiles
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He plays with the things on the desk
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He agrees to the presentation
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He asks for details
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He gives up objecting
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He slows down
If you recognize some of these signs, take opportunity and successfully close the sales call
10 COMMON MISTAKES WHILE CLOSING
However, you should also be carefull not o make some unnecessary mistake. The most
common closing mistakes are:
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Modifying the tone of the voice
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Modifying the speed of speaking
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Not closing on the decision maker
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Wrong objectives for the call
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Providing too many information
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Not attracting the customer in the presentation
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Not understanding of customer needs
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Assuming you understand the customer
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Assuming the customer understands your idea
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Not verifying if the buyer is listening
As it is obvious if you have wrong assumptions or if you lack patience, your sales call can easily fail.
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