In this article, we take a look at one of the classic adages of the sales profession: ABC = Always Be Closing. When you're always closing, it simply means you're intending to close the sale, and you're assuming the prospect will buy. Your language, your attitude, and your overall demeanor all serve to express this intention. But how exactly can you always be closing? Here are some tips.
Language
When you are confident that the prospect will buy, your language reflects this assumption. Here's an example: if you assume the prospect will buy, then you might say something like "When you make your purchase, you'll see that;" as opposed to, "If you decide to buy, you'll notice that…." Your language lets the prospect know in very subtle terms that you are here to do business, and that you fully expect them to buy. When you assume that the prospect will buy, it is this assumption that lets you naturally choose language to convey this intention.
Clarity
It also helps for you to be crystal clear on what you're selling, why it's of benefit to the prospect, why your company or product is superior to the competition, and why it's worth the cost. When the sales professional is clear on his or her offer, it facilitates his or her ability to show the prospect how the product or service can fulfill an unmet need or solve a problem (making the prospect that much more likely to buy). Your clarity around what you are selling (and why) is what enables you to effortlessly ABC (always be closing) because you already know you've got the goods, and can easily demonstrate this throughout the sales conversation or presentation.
Professionalism
Practice your pitch until it's perfect. Reading from a script is one of the worst ways to try to make a sale - it's an instant turnoff and a sure sign of a novice. When you've nailed your pitch, you won't be thinking or worrying about what to say, and it's much easier to come across as natural and approachable when this is the case. A smooth and polished pitch (not rote) demonstrates confidence and professionalism, and puts you forth as someone the prospect can trust because you know what you're doing, you know what you're offering, and you're here to help. Likewise, when you appear professional and polished, this lets the client know that you are serious about your job, and you take the prospect's time seriously as well.
Author Resource:-
An LCD rental projector can really help you put your best foot forward during your next key sales presentation or after-hours gathering. Find out why Projector123.com is the nation's leading projector rental company.
![[Valid RSS feed]](http://www.articlesbacklink.com/images/icon_Rss.png "XML Feed For RSS"){kind=icon}
Category Rss Feed
Print This Article
Add To Favorites
