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So much of what you do in home business and Internet Marketing involves selling something. Whether it is a product, a service, a program or a joint-venture partnership, your success depends on your skill at closing the sale.

Successful sales people have a good grasp of the psychology of sellingClosing the Sale. Those who are most dedicated to high income goals get additional training and they practice their craft until they become professionally adept.

I have a Brian Tracy audio program on selling and today I will share with you some of Brian’s insight and recommendations. …

While closing the sale is the ultimate goal and the end result of the sales process, there are a number of steps that must come first.

The process begins with you. Brian says that selling is an inner game, that what is going on in the mind of the salesperson makes all the difference. There is a direct relationship between a salesperson’s self-concept and his or her sales performance and effectiveness.

You build up your self-concept and self-esteem through knowledge and skill. Knowledge comes from training. Skill and competence comes from practice. The result is greater confidence, and confidence leads to greater effectiveness.

Closing the SaleWhen you feel confident you tend to like yourself more and when you like yourself you tend to get along better with others. This is important in sales because sales success is often based on relationships and a sense of friendship.

“The best salespeople have a natural ability to make friends easily with prospective customers,” says Brian.

He also emphasizes the value of enthusiasm in the sales process: “A sale is a transfer of your enthusiasm about the product or service into the mind and heart of the other person.”

Another part of the psychology of sellingthe psychology of selling and successfully closing the sale is understanding the needs and interests of the prospective customer. Communication is important, in particular listening to the prospect. The better you know your customer, the more effective you will be in highlighting product features and benefits that will have the most meaning to the person.

Basically, Brian says that in a sales interview your job is to uncover the key benefit and then uncover the key issue. The aim is to discover the most important reason for the customer to buy the product and then concentrate on selling that main point.

Plan your presentation carefully with a logical, step-by-step sequence. Communicate with the prospect in terms of their interests, not yours. Keep them involved by asking questions, listening carefully, and responding appropriately.

Never argue with a prospect or try to tell them why they are wrong. When discussing the price, always refer to the value and benefits of the product, keeping in mind what you learned about their most important reason to buy.

Watch and listen for signals that indicate the prospect is ready to buy. Naturally, you must plan your presentation in advance and be prepared to lead the prospect through to a logical close if necessary, but some prospects already know what they want and are ready to buy even before you finish your full presentation. If they are showing buying signs, stop presenting and move to the close.

There are a variety of closing techniques that can be used, depending on the type of prospect. I’m not going to explain them in depth here, but here are a few examples:

~ The Ascending close, involving a series of leading questions, each requiring a “yes” answer.

~ The Invitational close, involving a direct or indirect invitation to buy.

~ The Assumption close, where you “assume” the sale has been made (before receiving a yes or no answer), and you move to the next step, for example, arranging delivery of the item.

~ The Ben Franklin close, where you draw a line down the center of a sheet of paper and on one side you write reasons in favour of making the purchase. On the other side, the customer writes reasons why he or she is opposed to it.

There is so much more to the art of closing the sale than the few ideas I have included here, but this is an introduction. If you are involved in marketing, then it will be to your great benefit to learn more about the psychology of sellingthe psychology of selling and put what you learn into practice.

Brian Tracy encourages salespeople and aspiring salespeople to learn to love their work and to commit themselves to becoming outstanding in their field. “Back every goal and plan with persistent determination and willpower,” says Brian.

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* You might also enjoy these Personal Development posts:

~ Six Principles of Success for Home Business Marketers

~ Apply the Psychology of Achievement for Personal Success

~ Why Personal Development Planning is Important

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The Psychology of Selling

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