Jill Konrath

 

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[Video] Why You Don't Need To Learn Sales Closing Techniques

  
  
  

What are the best sales closing techniques? Let me share a story with you to answer that question. In my first year of sales at Xerox, I was having pretty good success. I'll never forget the time that Vern, an experienced sales pro blocked me from leaving my office. "All right, honey," he said. "What secret techniques you're using to close all those sales?"

When I told him the truth -- that I was lousy at closing -- he refused to believe me: "You can't fool Old Vern. Tell me about those secret techniques."

I'll never forget what I said next: "Seriously, Vern. I'm so bad at it that my prospects are closing me. They're saying, 'What do we need to do to get that new copier in our office?"

He never believed me, but it was true. My focus was on asking questions to determine if it made good business sense to change from the status quo. If it did, they wanted to sign a contract to make it happen as soon as possible.

What I'm trying to tell you is that closing sales is a natural outcome, not an end in itself. You can master all the sales closing techniques in the world and still fail if you haven't focused on ensuring your prospect understands the business value of making a change. sales closing techniques





Jill KonrathJill Konrath is an internationally recognized sales strategist. As author of two bestselling books, SNAP Selling and Selling to Big Companies, she's a frequent speaker at sales meetings and conferences. For more fresh ideas, download her free Prospecting Toolkit.


Comments

Jill, 
 
I always tell people that the largest deals i have ever closed I have been away on vacation! I tell them that happens when you do all the right things during the sales process. It always gets them thinking!
Posted @ Wednesday, December 12, 2012 7:12 AM by Jonathan London
Jill, I completely agree. A client once told me "Our sales people are great, they just need to be taught how to close." 
 
The sales people weren't great. They needed to be taught how to prospect, how to qualify, how to engage genuine prospects in a meaningful conversation. They needed to understand the sales process is not about winning, it's about understanding the other parties needs, and how to meet them.  
 
Closing is a complete myth perpetuated by losers. Get the beginning and the middle of the process right, and the sales will close themselves.
Posted @ Wednesday, December 12, 2012 3:02 PM by Chris Blackman
Jill, I always enjoy your insights and tips. This is an example of your selling skills. I know there are sales managers throwing pencils and papers in the air, stomping their feet, and mad. They've been saying ABC, we all know what it means; however, if you provide value and insight, take the time to learn which questions to ask, properly position the company, then the close is just part of the process or junction. Similar to the wedding day, the transition between dating and getting married.
Posted @ Wednesday, December 12, 2012 6:31 PM by Francisco
Even the best sales reps tend to learn the concept last. And there are some sales reps that are bad at alot of things but good at knowing how to close. One of those parts of sales that just takes experience. -MA
Posted @ Wednesday, December 12, 2012 8:55 PM by Michael - ROI Selling
Xeros does have a great sales training. Robert Kiyosaki and few other tops businessmen and businesswomen were from Xerox as well.
Posted @ Thursday, December 13, 2012 1:42 AM by Kent
I agree, Jill, and thank you for this message 
 
I wholeheartedly believe that "closing" as it is understood nowadays in our world is a *push* "technique", while I'd rather using a *pull* one. 
 
Drawing an inner grander vision for them (by asking the exploratory questions) usually pulls people toward seeing the value of your conversation, feeling good about buying from YOU, and pondering the benefits from your business.
Posted @ Friday, December 14, 2012 12:13 PM by Mazen
I'm a developer in the CRM space. And I am amazed by how much salespeople are looking for a quicker/easier silver bullet solution to making more deals. The truth is, if you don't believe in your product - how could you convince someone else?
Posted @ Tuesday, January 08, 2013 11:27 PM by CRM
Jill, 
 
Sales people are always looking for the magic closing techniques. When in reality, if you have done everything right, the sales will happen naturally as you have suggested. 
 
Cheers, 
Marc
Posted @ Thursday, January 24, 2013 12:36 PM by Marc Zazeela
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