Learning the Psychology of Closing Sales Articles | Sales

By: Darren Williger

Learning to close the sale is one of the most important steps in sales. After you have given them a surprising pitch you need to give them the time to think things over.

Closing a Sale:

When you come to the closing you have already laid a great foundation for the call by gathering much needed information on the prospect. Learning to build the walls are very important in your sales. Knowing when to listen and when to wait are also important to the sales call. When you think of the closing you should think of it as your “Roof” the protective layer that sits on the “house” of sales. The perfect finish to a beautiful creation. You must remain persistent in you attempts to make the close and don't lose track of your goals. This will help you in completing the sale because we all know the next salesmen will surely finish where you left off if you don't!

Just as there are signals to let you know when a prospect is not interested there are some for when they are. The following signals will let you know when to make you best moves. Learn them and watch your success grow:

• Requesting service-setting appointments. Like- “How soon can you come out?” 
• Asking you about your rates and questions on the affordability of the product and service. 
• Asking you to repeat a phrase or response. 
• Asking about follow-up or care of services and products. 
• Asking you questions on other satisfied customers. 

Make sure at the closing that the prospect understands you and is clear on all things before moving on. Avoid using the word “Sign” instead joke about a bit “My I have your John Hancock?” The word Sign is very final and distracting. It may make the prospect think again. Try using some of the following techniques to help you with the closing:

• Silence is best when a prospect is thinking about closing the sale. Also at some point you must give the prospect the opportunity to breathe giving a “Yes” then is very possible. 
• Offering the prospects some added service like discounted or free shipping and packing. 
• Giving them the choice color or size, etc... On a purchase. 
• Discount incentives on the product or services (Such as an additional 10% off first purchases). 
• If it is the last one-(and it should be to do it) tell them! The feeling on urgency will help move the sale along. 
• Don't give up on closing any sale. Sometimes a little persuasion can go a long way! 
• Don't be afraid to ask to repeat the order more than once. It is better to be safe than sorry!  

When you are finished with your prospective customer make sure to take a mental note of all you do. Review it thoroughly to help you see where you can improve and where you did well. Don't worry about the impending questions about what went wrong with the sale and why you couldn't close just know what you can do to fix it. Each experience can teach us all something and we will always be learning.