Key Takeaways
- Closing should be easy if you have followed Steps 1-5 well. Missing objections or not using active listening to understand your customer’s needs are the most common reason salespeople fail to close. Fear of rejection also plays a role in salespeople being hesitant to close.
- Closing ties to features and benefits–remember to know your benefits and sell on benefits versus features.
- Closing techniques included summary close, direct close, alternative close, t-account or balance sheet close, and success story close.
- The Trial close is an important sales tool as it allows you to “test” whether you have answered objections, have understood your customer’s needs, and whether they are ready to move onto a full close.
