Key Strategies for Success
from the Masters of Success Sales Training Series Number 1
featuring J Douglas Edwards
Closing a sale is a critical moment in the sales process. It’s the culmination of all
the hard work, relationship-building, and negotiations that have taken place. To
ensure success, it’s essential to approach this stage with the utmost
professionalism. Here are some keys, edited by David Jackson, the Sales Doctor,
with strategies to help you close sales effectively and professionally.
- Understand Your Customer’s Needs
Professionalism in sales begins with understanding your customer’s needs and
preferences. Take the time to listen actively and ask insightful questions. This will
not only help you tailor your pitch but also demonstrate that you genuinely care
about solving their problems.
Diplomacy is listening to what the other guy needs. Preserving your
own position but listening to the other guy. You have to develop
relationships with other people so when the tough times come, you
can work together…Gen Colin Powell - Build Trust and Rapport
Trust is the foundation of any successful sales relationship. Be honest,
transparent, and reliable in all your interactions. Building rapport with your
customers will make them feel valued and more likely to commit to a purchase.
Trust is the cornerstone of business. It’s the basis of every human
relationship, every interaction, every communication, every initiative, every
work project and even any strategic imperative you need to accomplish.
Trust is essential.
Without it, social groups can’t function properly. Without trust, you
generate dysfunctional organisations with teams that make a disappointing
progress. An organisation that generates low trust is like a plane without
fuel. You can fumble around in it for what you want but is not going to
successfully advance you to your destination.
It is trust that shifts a group of people into a team - Communicate Clearly and Confidently
Clear and confident communication is crucial when closing a sale. Ensure that
you articulate the benefits of your product or service effectively. Address any
concerns or objections promptly and provide solutions that instil confidence in
your customer.
Remember … Sales objections are good, not bad. - Be Prepared and Organized
Professionalism is reflected in your preparedness and organization. Have all
necessary documents, agreements, video testimonials and information ready
before the closing meeting. This will show your customer that you are serious
and committed to making the process smooth and efficient. - Follow Up and Follow Through
After closing the sale, follow up with your customer to ensure their satisfaction.
Address any post-sale issues promptly and provide ongoing support. This will
reinforce your professionalism and help build long-term relationships. - Professional follow-up also gives you the opportunity for the much-valued
- referral. Are you currently using THANK YOU CARDS? Be different!!
- Maintain a Positive Attitude
A positive attitude can make a significant difference in closing sales. Stay
enthusiastic and optimistic, even in the face of challenges. Your positivity will be
contagious.
Your mental attitude is the most dependable key in your
personality … Napoleon Hill
If you aim that nothing, you will hit it every time … Zig Ziglar
Conclusion
Professionalism in closing sales is about more than just making a deal; it’s
about building lasting relationships and ensuring customer satisfaction. By
understanding your customer’s needs, building trust, communicating
clearly, being prepared, following up, and maintaining a positive attitude,
you can close sales effectively and professionally. Remember, the way you
close a sale can leave a lasting impression, so make it count!
… To close more sales, you need to know a minimum of
20 successful closing skills that you can use in combinations. Please go to
www.thesalesdoctor.com.au, e-books … And check out 25 BEST CLOSING
TECHNIQUES … These are designed to get you more sales more easily
Trust is the lubrication that makes it
possible for organisations to work …
Warren Bennis
Good Selling … The Sales Doctor …
David Jackson.