THE TEN COMMANDMENTS OF CLOSING SALES TECHNIQUES

If you are in search of the closing sales techniques of the greatest salespeople of all, you will find those closing sales techniques in my TEN COMMANDMENTS OF CLOSING SALES TECHNIQUES (below).  I have great empathy for any hard-working salesperson in search of ideas and tools for self-improvement.  But in order to find it, you need to know for certain what you are looking for.  Searching for cleverer closing sales techniques should not be the subject of your search.  The subject of the search should be: what fundamental principles of selling, which include attitudes, habits and disciplines can I ingrain in order to achieve exceptional business success?

The view of closing sales techniques has changed over the years.  To be sure, in certain selling situations, closing sales techniques have remained the same.  For example, barker selling (Beerhere!  Cold beer!  Who wants a cold beer?  Hot dogs! Who wants a hot dog?) hasn’t changed since Babe Ruth hit 60 home runs in 1927.  On the other hand the views of closing sales techniques associated with consultative selling have certainly changed over the years.  Today’s best closing sales techniques do not include yesterday’s tactics like the alternate of choice, the sharp angle, the Ben Franklin balance sheet and summary question closing.  Today’s closing sales techniques are all about the essential principles of effective sales processes as found in Closing the Whales. If one were to discover a revered sales book that included a list of The Ten Commandments of Closing Sales Techniques, here is what I think that list would look like:

The Ten Commandments of Closing Sales Techniques

1.  Be certain your value proposition is attractively different, solidifying your unique position, and verified by your professional assessment and laboratory process.

2. Bring three witnesses to affirm your credibility for your prospect’s   peace of mind.

3. Do not rush the complete information exchange process causing your prospect to suspect you.

4. Do not ask for commitments that fall short of the basic test of reasonableness.

5. Guard the trust of your prospect with all your heart, all your mind and all your soul: Do not risk that trust for any prize or any person for once the trust is compromised, the opportunity is lost.

6. Know well the events of the buying process: Anticipate and execute each with forethought.

7. Do not force the timing of the decision, yet have no fear when the moment is right.

8. Be forewarned of the four most serious roadblocks to closure: trust, value proposition, timing and money.

9. Know your prospect’s funding ability and seek fair financial consideration.

10.  Loseth not thy cool.

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