Closing and Agreeing the Next Steps in Sales

In this episode, Steve and Pru discuss the topic of closing in sales. They define closing as the final step of the sales process where the customer agrees to place an order. However, they also emphasize that closing is not just about getting the order, but also about getting commitment to the next step in the sales process. They discuss the importance of always having a next step and continually seeking commitment from the customer. They also explore the reasons why salespeople sometimes fail to ask for the next step, such as fear of rejection or appearing too salesy. They provide tips for effective closing, including using a summary close and being authentic in your approach. They also caution against talking yourself out of a sale after the customer has already said yes. Overall, they stress the importance of clear communication and agreement on the next steps in the sales process.

• Closing the sale is the final step of the sales process where the customer agrees to place an order.
• Closing is not just about getting the order, but also about getting commitment to the next step in the sales process.
• Always have a next step and continually seek commitment from the customer.
• Fear of rejection or appearing too salesy can prevent salespeople from asking for the next step.
• Use a summary close to recap the customer's agreement and ask for their commitment.
• Be authentic in your approach and use your own words when closing.
• Avoid talking yourself out of a sale after the customer has already said yes.
• Clear communication and agreement on the next steps are crucial in the sales process

Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche Jayne Green and Debbie Airey are Sales Trainers from george james ltd. You can email the show at: Podcast@georgejames-training.com

The trainers on LinkedIn:

Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/
Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/
Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/
Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/
Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/
Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/
Debbie Airey https://www.linkedin.com/in/debbie-airey-43026110/

george james training website https://georgejames-training.com/

Chapters

• 3:53 Closing as a Continuous Process
• 6:37 Challenges in Asking for the Next Step
• 9:21 The Fear of Rejection and Appearing Salesy
• 11:26 Recognizing Buying Signals
• 13:36 Avoiding Self-Sabotage After a Yes
• 15:45 Using a Summary Close
• 23:00 Potential Pitfalls in Closing
• 26:55 The Importance of Authenticity
• 31:47 Always Agree on the Next Steps