Home > Closing > When to begin closing the sale

When to begin closing the sale

When should a salesman begin to close his sale? - by Yankee Peddler
From the beginning of the selling process. - by Skip Anderson
Great question!! A sales consultant should start closing the sale somewhere between the time he wakes up, and the time he jumps in shower to get ready to go to work.

Sales is all MENTAL. You have to prepare yourself mentally for the sale. And trust me, you don't want to do that when you have Joe Customer standing right in front of you. By the time you get to work you should be ready to close any deal. - by jrboyd
Closing is a constant and continuous process. Even if the sales cycle is a long one (as is the case with our negotiation training and coaching business), every move should be calculated to bring you closer to your goal.

I often think about "mini-closes" - smaller goals of mine to bring the client closer to the "final close." These mini-closes help you stay focused, positive and aware that you're successful. If you're only focused on the final close, everything else seems like a failure...

Stephen - by sfrenkel
A great salesperson never has to close a sale.... the buyer does it for them. That is, the great salesman facilitates the prospects buying process with questions. The buyer then closes themselves on the deal.

Read Sharon Drew Morgen's stuff to learn more. - by jdedwa11
For me the posted question means "when do you ask the question that confirms you have the sale".

Yes, selling is a process, we get that, this is a rudimentary or basic concept. So, if we may put aside the psychology gentleman, when do you confirm that you have it? In other words; please, answer the question.

I read all of your posts and enjoyed them, as I usually do when I read what you guys post, but there is no one really answering this question. So ... in the spirit of moving CLOSING forward as a discussion - here is an answer taking the question perhaps a tad more literally;

"Too soon and too often!"

The biggest mistake sales people make is thinking that asking the all important confirming question before the buyer is "ready" is bad (and it can be). However, if done right, when we get an answer that is not affirmative, it leaves us with the fabulous option of asking "Why not?"

Or; "Oh, why not?"

Yes, I know, we have trial closes and little benchmarks, like action plans (the go forward plan), that are "calculated to bring you closer to your goal". And, yes, yes, yes, we have to be mentally and physically prepared ... start your day with your game face on and all that ... but when do we ask?

There is no way to advise anyone trying to understand the art of closing as to timing. It is part gut & part instinct ... expereince and training are critical but when all else fails - ASK!

And, yes, Rackham is at least partially right ... sometimes it is a non event (just not always, which is why closing is a great topic). This, however, is not a valid statement; "a great salesperson never has to close a sale." It is the word NEVER that needs to be modified.

Rackham and Morgan promote this "closing is a non event" concept, though it is invalid. Having said that; they do move the profession forward by sharing an understanding that sales is a process of helping the buyer (remember, much of what we call training is done for affect).

If you are advanced in training and expereince, you know there are times when the close is critical indeed. Would you like examples (I have lost sales because I did not ask and I have been trained since 17 in the art of asking questions)? - by Gold Calling
Hmmm...I thought I did answer the question: When do you BEGIN to close the sale? My answer: always and at the beginning of the selling process.

Thinking you're waiting for some tide to turn is a problem for sales people and results in them not knowing