The Simple Way to Close More Sales Effectively

The first step toward closing more prospects on aunderstanding what closing is and is not. The secret
YES decision is not in the close when you ask thesimple way to close more sales effectively is to make
closing question. Rather, the first step toward closingsure you understand closing. This means that as you
begins with your first point of contact with yourbegin your skill enhancement on your ability to close,
prospect, when you begin your conversation with yourmake sure you fully understand what closing is. Simply
prospect. It is in the rapport building part of the salesdefined, closing is getting the prospect to make a
process, the place where you open communication.decision. This means to buy something (a product or
Chances are you are not closing as much business asservice), to get more information, or not to buy. It is
you would like. And you most likely do NOT needmaking a decision.
more leads. What you need is to close the prospectsMost marketers have trouble with understanding
you already have.closing. Most never close their prospects on a decision.
As marketers we are often in a prospecting andThey have great conversations but never get the
selling mode, which has us focused on trying to makeprospect to that important decision.
first contact or even just trying to generate a leadKeep in mind, if you open the prospect (by prospecting
through our marketing efforts. But even with having aand starting the conversation), where they begin
steady flow of leads (often an overabundance oflooking at what you offer, it is YOUR responsibility to
leads), we all too often think what we need are morehelp that prospect make a decision. This means closing
prospects. And we often get trapped in a prospectingthe prospect on a decision.
mode and focus too much on lead generation.Closing is an important and critical part of the sales
Now don't take this wrong, as lead flow is important -process. So, don't leave your prospect hanging in an
extremely important. However, most marketers getarea of indecision. Get the prospect to a decision. It is
stuck in that part of the process to the point whereyour responsibility to not only learn and master the
they begin to think what they need are even moreproper closing techniques but it is also your
prospects and a ton of leads.responsibility to help the prospect get to a decision.
Let's face the facts! Rarely do we need more leads.TIP - Without using proper closing techniques, very
What we need is to become more efficient and morefew prospects will make a decision.
effective in closing the prospects we have alreadyDo not fear closing, rather embrace closing. Know you
made contact with. This means mastering our closingwill be a more effectively aggressive as a closer if
skills and mastering those skills to where we areyou do the prior steps that lead up to the close. This
closing in a work smart way.means approaching and involving your prospect
Keep in mind, as you begin to build your business,through the sales process, overcoming objections, and
whether you are retailing products or services, ormost importantly, understanding what your prospect
recruiting distributors, getting to a YES decision is inwants and offer a solution best fit to those wants.
your hands. The great news is closing is simple andAs a final note, effective closing is not just about your
easier to do than most people think that it can beability to close but it also ties into other related skills
done.such as approach and involvement, overcoming
One lesson that served critical to my success was Iobjections, qualifying, and many other skills areas, all of
learned early on the secret to closing is directly tied towhich affect your ability to close effectively.