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Sales people often forget to find out and get to know what make their buyers tick. The more you can find out about your buyer the more effective your sale closing techniques will be.

This may involve taking them out for a lunch away from the atmosphere and the office phones, however today a mobile is never far away, I appreciate some companies frown upon this so you need to make sure this type of meeting is conducted ethically. However the more relaxed a buyer is with your company the easier it will be to close that sale.

I found in my experience that sales people often talk too much and forget to listen, I was once told we have one mouth and two ears! – There is a reason for that. The opportunity for talking will come up to further explain your products benefits or overcome objections in the sales process.

A good sales person will use sales closing methods and techniques to close a sale that are subtle and will appear to put the buyer under no pressure, but to do this you need to be confident and well rehearsed in your sales closing techniques so practice your methods often and know your product inside out!

One of the saddest things I come across from sales people is that they go through all the hard work of a sales process of breaking down all the barriers and then forget to follow up! A sales close could take 2-3 visits that is why it is important to set realistic goals and plan your sales strategy depending on the type of sale you are involved in.

For example a capital equipment sale of high value may take more than one visit than if you were to sell a consumable item – like low cost retail products. If your product requires a demonstration to highlight the benefits, then plan your demonstration during your presentation or make a separate visit specifically for the trial, but remember the trial is a powerful closing method – convincing the customer he needs your product.

Finally make sure you take care how you dress, first impressions are still very important and turning up in jeans or casual clothing even today will not give you an advantage – quite the opposite, if you look the part you are already part of the way there – Do not undervalue the power of your appearance.

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