The 9 steps to becoming a Master Closer

May 25, 2018

After having worked for 25 years in sales all over the world, discussed best practices of Closing with the best business people, and spent many years distilling the secrets of Closing; this is the conclusion:


Following these 9 steps will help you close more business.


1.   You Close From Hello

o    If you think ‘closing’ comes at the end of the sales process, think again! In fact, the process of ‘closing the sale’ starts as soon as you meet your client or customer. What you must do is to build a proper “set up” from the first client meeting.


2.   Sell, Don't Slave

o    Clients never stop asking you to do things: provide information, supply a sample, arrange a demonstration, revise a quote... and so on. This is ok, but only to a certain point; avoid becoming “a slave” working for the “king”; the sales person must create a win-win relationship with the client.


3.   Don't Leave It To Fate: Vaccinate

o    There are two ways you can sell. One is to wait for objections and blocks to arise and then try to deal with them. The much better way is to anticipate possible objections and ‘disarm’ them, so that nothing comes between you and closing the deal.


4.   Only Power Can Purchase

o    There’s no point selling to someone who can’t buy. You must verify that your contact or prospect has sufficient authority to place an order — and, if not, reach someone who has.


5.   Don't Frustrate, Negotiate!

o    If you can’t negotiate, you can’t sell — it’s as simple as that! Very few deals just happily fall into place, with all parties perfectly satisfied from the start. There must be some ‘give and take’ along the way. You need to know the art of constructive negotiation.


6.   Don't Throw The Dice, Know Your Price

o    In any sales process, you reach a point where you have to name your price — which is where problems can arise. Learn how to prepare for this moment, how to time it correctly and, perhaps most importantly, how to avoid talking yourself down in price when you don’t have to!


7.   Speed Isn't Greed

o    Time is critical in every deal. You never just want to sell — you want to sell today and close the deal now. Unfortunately, clients can be very good at delaying or postponing the deal. There are ways to install the sense of urgency in your clients to avoid this problem!


8.   Clients Won't Object If The Deal’s Correct

o    Much has been said and written about ‘handling objections’. If you construct each deal the right way, the objections either never arise or can be dealt with easily and effectively. Good sales professionals must have this skill under their skin.


9.   Attitude Leads To Altitude

o    When it comes to closing the deal, attitude is everything! It’s possible to have all the selling skills in the world and still fail for one good reason: you don’t have the winning mindset and the right attitude. Learn the correct attitude is and how to cultivate it.

This is why I have created System27 to help YOU learn how to Close Your Business The Expert Way.


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