2 rules

from my email:

Daily Sales Tip: Closing Quickly

When the buyer gives a buying signal, close the sale and leave. It's simple, yet we as salespeople allow our egos and our pride to get in the way. Let me share two rules I have regarding sales presentations. They're not complicated rules, but many times are overlooked.

Rule 1: Close the sale as early in the call as you possibly can. The only exception is if the price or quantity the customer wants is not within the range of your objectives. If the buyer's requests are in your range of expectations, then get the order.

Rule 2: Close the sale before you run out of presentation. I tell salespeople with whom I am working that the measure of success is to not have to go through your entire presentation to close a sale. This rule is extremely important. You always want to have information and questions you can share with the customer. I like to view it as always having a "back pocket" presentation -- information I can share with a customer, but only if it is necessary. This gives me more flexibility and helps me close the sale earlier. My ego is saved and the buyer is not subjected to information they don't necessarily want to hear.

The final benefit of keeping some of your presentation in your back pocket is it subconsciously gives you confidence and determination. You will have confidence in knowing you have more information if you need it, and you will have determination to close the sale with the initial round of information and questions.

Source: Consultant Mark Hunter, "the Sales Hunter"

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