Digital Selling and Sales Training Journal

How to close a sale with twelve techniques that have been tried and tested, because closing sales is about the salesperson’s attitude as much as the sales skill. There is no doubt that sales cycles have gotten longer, and closing a sale is nearly a process in itself. Close rates are falling because many salespeople are focused on selling the wrong thing. They focus on only one aspect of the sale: You pay me this for that, or you give me this for that. A good place to start on how to close a sale is to first ask yourself: Why would anyone want to buy my product or service or have sales conversations with me? If you can’t understand the value proposition of what you are pitching or selling, how can you expect others to understand? Understanding the motivations and values of the buyer can greatly increase your opportunity for sales success and closing sales. Do your very best to get into their head before you pitch anything. ...

  A guide to closing sales with ABC, or “Always Be Closing,” is a learning journey for salespeople looking to improve their sales performance, or “Return on Sales Effort (ROSE). Closing sales is about consistently moving customers towards a desired action or outcome. To keep the sale moving forward to a successful conclusion, salespeople need to gain a series of commitments from the customer. In this guide, we will explore proven strategies that can help you close more sales and achieve your goals. From assumptive and urgency closes to fear of loss and alternative closes, we include practical examples and insights to enhance your closing skills. Whether you’re a seasoned sales professional or just starting out, this guide will equip you with valuable techniques to confidently navigate the closing process and secure successful deals. What does ABC, or ‘Always Be Closing’ really mean? Does it mean being a pushy salesperson—pressuring the customer to decide? Not n...

Closing techniques to finalize a sale should be understood by every salesperson. In the dynamic and competitive realm of sales, the ability to close a deal is the ultimate measure of success. The closing stage represents the culmination of a series of interactions, negotiations, and relationship-building efforts between a salesperson and a potential customer. However, closing a sale is often easier said than done. It demands finesse, adaptability, and a range of proven techniques to effectively persuade the customer to commit. In this article, we delve into five indispensable closing techniques that every salesperson should equip themselves with, empowering them to achieve stellar sales outcomes. Imagine yourself confidently assuming that the deal is sealed before actually receiving the customer’s final affirmation. The assumptive closing techniques leverages this mindset to nudge the customer towards making a decision. By subtly embedding the assumption of a succ...

  Selling skills for new salespeople usually have some differentiators from the sales skills that a more experienced salesperson has due to learning about the sales process and understanding all the steps in the sale alongside product knowledge. Selling today can range from the uncomplicated to the deeply complex. Regardless, selling to mainly well informed modern buyers requires a range of selling skills. The successful salespeople today are agile, competent, and knowledgeable with a deep understanding of their customers’ needs. These salespeople can work quickly to identify and suggest solutions that meets customer’s needs, solutions that sets them apart from the competition. In this article, we’ll explore the key selling skills for new salespeople will need to acquire in order to succeed. 1.Product Experts Salespeople are not commodities, they should be product experts, ambassadors for the companies solutions. Customers (...

10 sales tips as a guide on selling to the modern customer. We all need some sales tips every now and again, to help keep our sales activity sharp and focused. Selling today can be a complex process that requires a unique set of sales skills. The savvy salesperson knows that to sell successfully they need to have a deep understanding of their customers’ needs and provide them with a solution that meets those needs. In this article, we’ll explore some sales tips and the key selling skills that salespeople need to succeed. 1.Product to Market Fit First up on our 10 sales tips is to understand how the product fits and what it delivers is the basis of any successful sales conversation to a customer and is the first of our sales tips. Salespeople need to have a real understanding of “product to market fit” in order to targe...

  Sales trends and the sales models of the future have never been more difficult to predict. Will inbound lead generation be enough to power growth, will organizations have to rethink or even retool their sales strategies, what does the sales force of the next five years look like. These and other questions are now top of mind for many sales leaders. Sales Trends with Examples. Unite the Customer Experience. A disjointed sales process that clashes with internal procedures can cause major obstacles in the buyer’s journey. The knock on effect is a lack of any seamless customer experience that buyers now demand. Sales organizations will have to unite the sales process to match what their buyers expect. A Revenue Operations team consisting of sales, marketing, product, customer success and delivery should be installed. The goals for revenue operations is to remove internal ...