Closing the Sale: Best Practices

April 26, 2012 — 1,064 views  
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In sales, the most important interaction between an associate and a prospect is the closing. This agreement guarantees a new contract, which results in an influx of revenue and a higher conversion rate. However, closing the sale is a lot harder than many experienced professionals make it out to be. A successful salesperson does not press the client too hard for the business, nor does he or she use manipulative techniques. These behaviors can make an associate seem desperate, which immediately casts doubt on the validity of the deal being offered.

Successful sales employees understand their clients. They sense when deals are close, and work toward providing data that supports their pitches and emphasizes cost-effectiveness. A closing is contingent on more than the final outcome of a few intimate calls - rather, it depends on the success of the entire process, from the initial introduction to the completion of the agreement. Many salespeople fail to realize that their closings don't end when the receiver is put down, but the partnerships have only just begun.

Looking at these relationships as long-term investments can provide professionals with guidance on how to approach closings. The goal of sales is to want prospects to close the deal themselves. Professionals who act as resources, providing the appropriate information to buyers, may be able to improve their numbers, conversion rates and client relationships.