Sales Training Skills - When to Close an Opportunity
Published: Monday, June 27, 2011
Sales Training Skills: When to Close
"My sellers have trouble closing!"
Being a good closer is considered an important skill for salespeople. We often have sales executives tell us their people are not "good closers." In our experience, the best salespeople often get orders without having to close, but that's a subject for another blog.
If you agree with this list, closing before these questions have been addressed is premature. Some sellers close prematurely by choice. Others may be told to do so if month, quarter, or year-end revenues are below forecast. The best result of such closing is that the seller gets the order, but has to discount to incent buyers to buy before they were ready. The worst outcome is that buyers feel pressured and opportunities are lost.
A large part of successful closing is knowing when buyers have what is needed to make decisions. So consider this:
Register for one of our sales training workshops today to refine your sales skills.
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