Results Driven

People, Business Strategy: Sales and Negotiation Training

Closing the sale

Can you close your deals at the first try?

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One of the things that affect us the most is the state of mind that sometimes is not the best to face the situations or problems we have when selling.

Sometimes we get stuck at a certain point and cannot change our attitude towards something, thus leading the situation to a potential problem.

We seem to get stuck on a line of reasoning and can’t get out of it.

The problem is that without mental flexibility, we are often limited to failure.

To get around these types of situations, I often use a few principles that have helped me throughout my life as a salesperson and beyond when I have trouble selling or need greater mental flexibility.

Principle #1:

The best thing about the past is that it’s behind us!… [ Read the rest ?? ] “Can you close your deals at the first try?”

Do you bite your tongue when sales objections arise?

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When we talk about sales objections, there are always two attitudes in most commercials that go through training. A few grind their teeth. Others begin to rub their hands with happiness.??

As the great Dean of Sales Brian Tracy used to say, on average, there are at least 5 to 7 sales objections in the sale. When an objection arises, it’s a sign of interest in our product or service.??

There is a saying in some countries “he who disdains wants to buy,” and in fact, it is so in most situations in the sale. 

We can always have two approaches to this: to think that customers are being annoying or understand that the business is progressing towards closure. 

Above all, remember to treat all objections as requests. In practice, … [ Read the rest ?? ] “Do you bite your tongue when sales objections arise?”

Do you know when you should stop selling?

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Often, in the sales role plays that we do in the training or in the coaching we with salesmen in the field, we come across the following problem: When should I stop selling?

There is a point in the sale that separates a good salesman from a ???boring??? one.

And learning that timing is fundamental to the success of us as a salesperson.

Overcoming this point by continuing to sell, for example, by forcing the customer to buy, generates, in most cases, remorse in the sale after we leave.

For us, a sale is a progression of value creation in the head of the customer that allows, if well conducted, that the closing is a consequence and not a soulless insistence.

Because we are unaware of this fact, many of … [ Read the rest ?? ] “Do you know when you should stop selling?”