If you’re in sales you have come across many sales coaches, books and even podcasts about closing techniques. With all the information out there on them, do they work?

Jill Konrath writes in her blog:

The inability to close is a direct result of poor needs development. It is the symptom of the problem, not the actual problem itself.

The very best salespeople don’t employ any special closing techniques at all. They simply focus on understanding their customer’s business and helping them achieve their desired outcomes.

I tend to agree. sales is a process and the misconception that there are techniques to closing a deal is crazy. Either your product or service fits a need or it doesn’t. The real close is a natural end to the cycle. If you have done your home work, talked with your prospect about their problems and explained or demonstrated how you solve it, then the deals tend to close themselves.

The primary step is to discover their pain and put a big magnifying glass on it. Inspect the problem with the prospect as best you can so they understand (or maybe they already do) how big of an issue it really is to their bottom line. Then explain to them that you have helped other people in the same situation and talk about how can help. They may not believe you, but that’s why you show them data or a demonstration and that should go well too.

How do you feel about closing techniques? Do they work for you?

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