We spent June in Europe, hence no blog for that month. I combined work and play. The work was in Western Europe; the play in Eastern Europe. There are "sea" changes occurring on both sides of that continent, and I hope to keep traveling there for both pleasure and business. My June time helped me reflect on past selling techniques.
I get a little bit tired of hearing about the “solutions” based sale. It is just one tactic. The big differentiator between sales and management is that the sales approach requires overtly asking for the order--i.e., called closing. The solution close is an authentically sincere recap of the discussion, with outcomes that effectively rationalize why your recommendation is the right one for this client.
There are other ways of closing the sale. A good salesperson knows which closing technique to use at the right time quickly and efficiently to remove awkwardness at this point of the selling process.
There are seven other closing techniques I review when delivering a sales training program. Five are soft sales approaches. Two are harder nosed approaches, and should be used sparingly. It is best to role play them in training. Not everyone uses all techniques but you should be aware of them and practice them. The softer five are the:
Do you want to have a free fifteen minute discussion on closing techniques you can use? Sign up on my web site http://www.jimthomasintl.com/ or contact me directly by phone.