Sales training ideas – 9 Rules to follow when closing sales.

When you’re selling, you either close the sale, or the prospect closes you on an excuse as to why she can’t buy. Either way, a sale is made. So what rules can you follow to close more sales? 

9 rules for closing sales 

1) Do it.

You must be closing either on the sale or the next part of the sales process, whichever your objective is. If you don’t close, most prospects will be happy to simply exchange pleasantries with you and not buy today, even though they may have been perfectly willing to. 

2) Work hard on your closing techniques.

Practice, drill, and rehearse your closes and your closing techniques. Know them in your sleep. Most important, practice and perfect your closing out in the field. 

3) Always be prepared to close the sale.

Make sure you’re mentally prepared, have all materials with you, and that your materials are presentable, operational, and ready to go. Have calculators, pens, contracts, and everything else necessary to close the sale. Add the numbers before you show up. Know how far you can go with your discount and other concessions. Know what all the terms and conditions of your contract are and what they mean. 

4) Once a decision has been made, close the sale as soon as possible.

When a prospect is ready to buy, close the sale. If you are on the phone setting up an in-person appointment with a prospect who has just decided to buy, get over there as soon as possible. Let as little time as possible pass between the point when a decision is made and when the signature goes on the sales contract. 

5) After you close, remain silent.

After you close, keep your mouth shut. The first one to talk buys. Either the prospect buys your product or service, or you buy the prospect’s excuse for not moving ahead.

6) Make the sales closing process as smooth, relaxed, and as simple as possible.

Try to limit paperwork, the time it takes, and the level of work that goes into it. Do as much of the paperwork as you can before you get there, such as filling in the prospect’s basic information. One of the worst things you can do is close the prospect then spend ten minutes filling out paperwork before getting the contract signed. 

7) Keep yourself busy, avert your eyes, and stay quiet while the prospect is signing the sales contract.

You don’t want the prospect to feel as if he or she is under a spotlight. Look at your calendar, Daytimer, or anything else you have with you. 

Smile and thank the customer for his or her business.

Verbally thank the customer for his business, and then send a thank you note out afterwards. 

9) Follow up after you close.

Follow up promptly after the close and make sure the sale is solid. You want to prevent buyer’s remorse and anything else that could “unclose” the sale after it’s been closed. Take all the steps to follow up and deliver what you say you will, when you say you will. 

Follow the above nine rules and you will soon find yourself closing more sales.