Closing Knowledge Center

Our Articles on Communication

1. You are Only as Happy as Your Last Close

   As salespeople, we truthfully love the sale, the whole sales process, and all of the challenges that culminate in the CLOSE!

   Each close brings us happiness, a sense of accomplishment, and satisfaction for a job well done, but how long does this last?

2. Beating the Closing Clichés

   The subject of closing is so misunderstood that it is subject to many clichés—none of which really help. We’re going to take up some of the most overused of those clichés and debunk them for you, so you won’t be trapped by them.

3. What Causes a Low Closing Rate?
   (members only content)

   This is summed up in one word: “Scarcity”. Scarcity is defined as The state of being scarce or in short supply; shortage. A lacking, undersupply, insufficiency, scarceness. If there is one thing that can demoralize a sales force faster than anything else, it is a scarcity of leads.
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4. How Do You “Close” a Door That was Never Opened?

   Closing is the 7th of the SELLability 8 Cs of selling. It’s the last step of the sales process, where money changes hands, where the prospect becomes a customer, and the new customer becomes the proud owner of a new product or service.

5. Motivation to Close is Tied to Results

   Just looking at the many articles, books, and training methods on the subject of closing and sales, motivation seems to play a large part in closing. 
   
   But just as many sales training methods seem to over-focus on closing, neglecting the very necessary remainder of sales process steps leading up to it, they also seem to entirely miss what will actually motivate salespeople, and keep them motivated. 

6. Pretending the Sale Will Close, Versus Knowing the Sale Will Close

   Too many salespeople, who haven’t been trained correctly, will sit in front of a prospect and somehow convince themselves that the “sale is closing.” They really have no idea that it is closing, and in fact are pretending that the sale is closing. 
   
   There’s certainly nothing wrong with being optimistic about the possibility of a sale closing—and as a salesperson, you should remain as optimistic as possible. But there is a distinct difference between being optimistic, and simply pretending a sale is closing when it isn’t. 

7. Avoid High-Pressure Tactics in Closing

   One of the main reasons that people hate sales, when they do, is when high-pressure tactics are used. People really don’t like being pushed. They like it even less when they buy because they’ve been pushed so hard, they felt they couldn’t resist.
   
   The nasty taste left in the prospect’s mouth from that sale will never go away and will become part of their sales resistance. The next salesperson they encounter will have an even harder time selling something to them. 

8. The Top 10 Reasons Salespeople Can’t Close Deals
   (members only content)

   Prospective buyers are emotional. Whether it is fear, worry, anxiety, conservatism, boredom, or exhilaration, the weak closer is unwilling to confront and deal with these perfectly natural emotions.

9. The Power of Three
   (members only content)

10. Give Your Prospect More Options and Close More Deals
    (members only content)

    In the world of selling giving the prospect more than one option – having them choose between good, better, and best will dramatically increase a salesperson’s closing percentage.
     

11. Closing Tips and Tools
    (members only content)

12. Creating Urgency to Speed up the Sale
    (members only content)

Our Videos on Communication

1. Cancellations After the Sale has Been Made
   (members only content)

2. Focus on Commission vs. Focus on Customer’s Satisfaction
   (members only content)

3. Improving Your Closing Ratio
   (members only content)

4. Having Integrity as Salespeople
   (members only content)

5. Fear of Asking for the Sale
   (members only content)

6. Asking for the Close
   (members only content)

7. Ensuring Your Customer is Really Closed
   (members only content)

8. Applying Pressure in the Sales Process
   (members only content)

9. How to Properly Handle Complaints
   (members only content)

10. A Mutual Experience
    (members only content)

11. How to Avoid a Low Commission
    (members only content)

12. What the Client is Thinking
    (members only content)

13. Focus on Closing
    (members only content)

14. The Use of Incentives
    (members only content)