From The Masters of Success Video Training Series No 1
featuring J Douglas Edwards
Mastering the Art of Persuasion and Relationship Building
Closing a sale is both an art and a science, requiring a delicate balance of
confidence, empathy, strategy, and persistence. Professional sales closers are
not simply skilled in persuasion; they are disciplined individuals who
understand human behavior, communicate effectively, and foster trust. Below,
we explore the key characteristics that set professional sales closers apart from
the rest.
From J Douglas Edwards on the Closing Instinct
Here’s an interesting truth. Not long ago, we measured 100,000 salespeople to
earn over one hundred thousand dollars a year or more. These were the big
pros. We found that the greatest of these closers actually closed on the
average, on the fifth closing attempt! And when we find that the average
salesperson knows two closes and uses one, is there any question why we have
so many peons in our business?
When do you start closing? It is very simple. The minute you open your mouth!
Because the whole sales process is nothing more than ONE BIG CLOSE!
Every salesperson who is a great salesperson has something we call a closing
instinct. You don’t have to point out when to them, they know when. I can’t tell
you when, that I can tell you how to learn when.There is only one way in the world you will learn when to close. And that is by
closing two sooner too often. That’s right! And if you keep on doing what most
salespeople have been doing … Closing too late and too seldom … You will
never learn to close! You learn to close by closing too soon and too often! This
way you develop the closing instinct.
10 characteristics of a professional sales closer
1 . Exceptional Communication Skills
Professional sales closers excel in both verbal and non-verbal communication.
They know how to articulate the value of their products or services in a way
that resonates with their audience. Moreover, they are active listeners who pay
close attention to the needs and concerns of their clients. Through effective
communication, they build rapport and ensure that their message is
understood.
Key attributes:
- Clear, concise language
- Strong listening skills
With the ability to adapt tone and style to the audience’s motivations, and
objections, they can tailor their presentation to align with the client’s values
and priorities. Emotional intelligence also helps them manage their own
emotions and remain empathetic throughout the interaction.
- Confidence and Resilience
Confidence is crucial for a professional sales closer. It inspires trust and
reassures clients that they are making the right decision. However, confidence
must be coupled with resilience, as rejection is an inevitable part of sales.
Professional closers remain positive and focused, learning from setbacks and
adapting their approach to achieving their goals.
How they showcase confidence:
Use positive language and attitude
Maintain composure under pressure
Project a professional and approachable demeanor Strong Emotional Intelligence
Successful sales closers possess a high degree of emotional intelligence (EI).
This allows them to read and respond to the emotional cues of their clients. By
identifying pain points,
Deep Product Knowledge
A professional sales closer must be an expert on the product or service they are
selling. This knowledge instills confidence in the client, as they feel assured that
they are dealing with a professional who understands their needs. By
anticipating questions and providing detailed answers, professional closers
eliminate doubts and inspire decision-making.
Elements of product mastery:
- Comprehensive understanding of features and benefits
- Ability to link product capabilities to client needs
- Awareness of competitors and industry trends
- Strategic Thinking
Sales closers are strategic thinkers who plan their approach carefully. They
analyze the client’s behavior, buying journey, and decision-making process to
craft tailored solutions. Whether it’s choosing the right timing, anticipating
objections, or leveraging personalized data, their strategic mindset ensures
success.
Strategies for success:
- Effective questioning techniques
- Proactive problem-solving
- Customized presentations and proposals
Commitment to Building Relationships
Great sales closers understand that the sale is just the beginning of the
relationship. They prioritize building long-term trust and loyalty, ensuring that
clients feel valued even after the transaction is complete. By fostering
Persuasion and Negotiation Skills
The ability to persuade is a hallmark of professional closers. They are skilled
negotiators who can balance the needs of the client with the goals of their
organization. Through compelling storytelling, evidence-based reasoning, and
relationship-building, they gently guide clients toward agreement. connections, they create opportunities for repeat business, the much valued
referrals, and positive word-of-mouth.
Determination to Deliver Value
Above all, professional sales closers are driven by the desire to deliver value.
They genuinely care about solving their clients’ challenges and meeting their
needs. This commitment shines through in their approach, creating mutually
beneficial outcomes that leave clients satisfied and confident in their purchase.
Conclusion
Becoming a professional sale closer requires dedication to both personal
growth and professional excellence. By fostering these characteristics,
communication skills, resilience, emotional intelligence, product knowledge,
strategic thinking, and an unwavering focus on client needs, individuals can
master the Art of Sales and build lasting success in their careers.
For those in the field, these traits are not just qualities but commitments that
fuel their journey toward becoming trusted advisors in the eyes of their clients.
For more information on the Masters of
Success Sales Training Series No 1, go to …
www.jdouglasedwards.com.
Adaptability and Agility
No two clients are the same, and professional closers are adept at pivoting
their approach to suit the situation. They embrace flexibility, adjusting their
presentation will based on feedback, circumstances, or market dynamics.
Adaptability demonstrates their commitment to meeting client needs in the
most effective manner.
Time Management and Discipline
Sales closers are masters of time management. They prioritize tasks, set clear
objectives, and maintain a disciplined routine to maximize productivity. From
following up on leads to closing deals, they ensure that every action aligns with
their overall goals.