Improve efficiency in closing business sales for management

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hi everybody Julie here from the sales manager welcome to this week's sales tip of the week now this week I'm going to start and the first of what's going to be a few weeks around the subject and that is about closing closing the sale and I have lots of conversations with people about Julie I can't close or how do you close effectively and what I'll share with you over the next few weeks is some of my very very favorite closing techniques and but today I just want to talk to you about the premise of closing because a lot of people say to me you know I really fall at the last hurdle with closing I'm not closing effectively or I actually can't close the let's just put our minds back into the sales process and how it works the whole idea of being effective in the sales arena and actually getting the close and winning business doesn't just start at the end of the process it actually begins at the very beginning and effective closing starts during those early parts of the conversation with the customer what we need to be doing is to be first of all building that relationship with the customer people buy from people they like they know they trust and have their best interests at heart and the sales process and I work with and again any of you out there watching this video that has worked with me knows what we look at is all that the process we follow is we do lots of open questions to identify a customer's needs wants problems solutions etc and we listen to what they're saying the more open questions that we're asking the more we build up a picture of where the customer is what they want to they're seeing why they want it who else I've spoken to etc etc and the more we listen the more we understand and about them at the same time of doing that we're building that relationship now if we do that and then when we present our solution to the customer ie how can we help this is what we can do in a way that that damar understands the benefit of working with us our product or service etc we have clearly demonstrated to the customer of good reason why our product or service is right for them and if we've done that the customer will be expecting us to ask for the sale so the clothes becomes a lot easier the more we do the fact find the more we discuss with the client about their needs wants problems etc the more we build the relationship when we present the solution to the problem it's clear and there's for the clothes becomes the body think how could how would we like to go forward and that's the first thing about clothing I need you guys to understand it's not about what you do at the end it's about what you do about the beginning of the process and the whole the way through when it comes to asking for the business the best thing to do is to ask and I've seen too many salespeople in my career do lovely fat finds and build those relationships with the customer and then wonder why they can't get the order when the bottom line is is they didn't ask for it and over the next few weeks I'm going to look at how we kind of asked for the business in a number of different sales technique ways and but the bottom line is you can't be asking for it in a very sincere friendly manner if you've built the relationship with the customer if you have clearly defined to them how we can help them how we can resolve their problems they will be expecting you to ask for the business and I know I'm repeating myself but it's as clear as that so I hope that helped and next week I'm going to look at the alternative clothes and how we can use that in you know just helping sharpen up some clothing techniques but bear in mind as I've just said it all starts at the very beginning and all the way through the process so I hope that's helped and look forward to seeing you next week don't forget if you've got anything that you'd like me to include in these sales tips please email me at julie at the sales - manager code at UK and I look forward to speaking to you next week take care bye