Skill
Face Closing with Anticipation instead of Anxiety
KERRY L. JOHNSON
Closing represents a natural conclusion to a well- handled sales process, yet many salespeople view it as an anxiety-laden moment of truth.
When your nerves sap your confi- dence at closing, your sales may pay the price. Use these five observa- tions to help you anticipate closing as a logical, reasonable, and achiev- able step in the selling sequence – and to help boost your closing confidence and success.
1. Your closing attitude affects your performance. If you face a close with excessive nervousness or dread, you’ll probably have to struggle to conceal your emo- tions – possibly jeopardizing the sale. Resolve to change your
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attitude by viewing your close as the golden opportunity it is. Enjoy the chance it offers you to exert a positive influence on your prospect by using your repertoire of selling skills.
2. Closing begins when the selling process does. Instead of re- garding the close as a separate event tacked onto the end of a presentation or appointment, consider closing’s role through- out the selling cycle. Closing actually begins with your initial contact with the prospect, so
don’t associate it exclusively with the end of the sales cycle. To lessen your anxiety-pro- ducing perception of the final close, view closing as an inte- grated part of the entire selling process.
3. Successful sales require many preliminary closes. To reach the point at which a buying decision can be made, sales- people must close prospects to set appointments, agree that the product or service offered should meet certain needs or solve certain problems, and decide on the right product model or service. If you have gotten your prospect prepared to make a buying decision, you have already closed suc- cessfully on all of these types of decisions. Remember your success during these prelimi- nary closes to help boost your confidence when it’s time to ask for the order.
MINERVA STUDIO /
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Helps reps close with more
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