Top Fifteen Activities That Make You Successful at Closing Sales and some Powerful Questions

Heres some tips from Prostar Development Overcoming Objections to Nail the Sale course


1) You've done your homework. You know your products and services and your potential client or buyer.
2) You arrive just a bit early, looking calm and professional.
3) You are pleasant to the person at the reception desk.
4) You appear confident but not cocky.
5) You are comfortable making a bit of small talk and then shifting easily to presentation mode.
6) You are a good listener, asking questions and letting the client take the lead, until it is time for your presentation.
7) Your presentation is interactive and is planned to take up no more than two thirds of your meeting time, so that the client can ask questions throughout.
8) You bring up any objections you can anticipate and respond to them without being asked.
9) You probe for further objections and respond to them as they come up.
10) You sound enthusiastic about your products and/or services.
11) You observe changes in behavior that tell you the buyer is ready. Then you ask a closing question.
12) If you are successful, you finalize the details. If you aren't successful, you find out why and respond by answering their objections.
13) You try closing again. If you are successful, you finalize the details and complete the process.
14) Whether you have been successful or not, you thank the buyer for their time and exit smoothly.
15) If you set up a 30 minute meeting, don't go over time



Use questions...
? To find out what your client wants and needs
? To deal with objections before they get in the way of a sale
? As a way of being prepared for your next sales presentation
? As a way of engaging your client

Some Useful Open Questions
? What is your opinion?
? How do you think we should solve the problem?
? What would you do in my shoes?
? Tell me more about...

Good Customer-Focused Questions
? What do you think we can do about this?
? What would you like me to stop doing?
? Would it be helpful if I...?
? Supposing we were to...?
? Help me understand where you're coming from?
? Let's set a time when we can talk about the changes we're prepared to make.
? I'm prepared to... Would that ease the situation?

Some Useful Clarifying Questions
? I'm not exactly sure what you mean. Can you go into more details for me?
? From what you are saying, I have the impression... Would I be right or wrong?
? I'm not sure I understand what you really need.
? Let me see if I understand you correctly. You are going to ...
From what you've just said, you've decided to...