sales training consultants


Recent Posts




Sales Training Consultants

Performance Through People



Closing Sales

Closing is a very interesting topic for sales and the whole business.

I recently got a call from a Sales Director who said he said he wanted a 1-day closing course for his sales team because they just couldn’t close. As I tried to drill down into the detail, he got quite exasperated, and said “Look my figures back it up – the conversion rate is low, therefore they can’t close.” We agreed that I would do a small pilot which would also act as a sanity check with regard to actually what was happening (although he thought this was a waste of time).

So as experienced sales people, what do you think I found? Here are some of the highlights:
• The sales people used ABC – always be closing – they closed morning, noon and night
• They had moved from selling transactional products that could be closed in one call to more complex products and services that could take 10 calls to close
• Their behaviour hadn’t changed and they tried to close every call
• Their customers got annoyed and frustrated at their attempts to close (I will write a post regarding customer buying cycles in the next few days)
• The actual issue was that they had failed to fully understand the customer’s requirements early in the discussions (too busy closing) and hence could not link their own value proposition to the customer’s actual needs

So, we finally agreed that the training required was around understanding the customer’s needs, questioning and listening, and developing a proposal that linked the value of their solution directly to the customer’s business issues. I also developed one more idea to channel the great closing energy they had into a more appropriate customer focused sales technique that I will discuss in my next post The Commitment Staircase.

http://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/digg_48.png http://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/reddit_48.png http://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/stumbleupon_48.png http://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/delicious_48.png http://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/blinklist_48.png http://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/blogmarks_48.png http://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/newsvine_48.png http://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/technorati_48.png http://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/google_48.png http://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/facebook_48.png http://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/yahoobuzz_48.png http://www.sales-training-consultants.co.uk/wordpress/wp-content/plugins/sociofluid/images/twitter_48.png
This entry was written by John, posted on April 28, 2010 at 10:46 am, filed under Closing and tagged , , , . Bookmark the permalink. Follow any comments here with the RSS feed for this post. Post a comment or leave a trackback: Trackback URL.
Post a Comment

Your email is never shared. Required fields are marked *

*
*





Can we assist with your training requirements? Just email us now with your details and we'll get back to you.

Contact john@sales-training-consultants.co.uk

Bookmark The Site.

    Home     Sample courses     Sales skills     Management skills     Personal effectiveness     Consultancy     Training needs analysis     Sales force assessment     Competency based training     Training design     Sales training     The need for training     For company executives     For customers     For sales people     For sales managers     Types of training     Core sales skills     Business acumen     Individual Effectiveness     Sales induction     Delivery options     elearning     Face to face     Seminars     Power hours     DVD/CD     On the job     Measuring success     Level 1 - reaction     Level 2 - learning     Level 3 - behaviour     Level 4 - results     Common mistakes     No clear objectives     Its not sales training     What changes     No executive sponsorship     An isolated course     No sales engagement     The way forward     Tailoring for your needs     elearning for the basics     Face to face for momentum     Power training to re-enforce     Management training     Leadership     Driving the team     Coaching for results     General management     Case studies     Moving from product to services sales     Virtual team leadership     Selling managed services     Developing sales people new to IT     Delivering key executive messages     Changing management behaviour     Resources     Friends pages     Training quotes     Training feedback     Sales training books     Sales books     Leadership books     Management books     Self Help books     Sitemap     Contact

2007 Copyright © http://www.sales-training-consultants.co.uk
Bookmark and Share