Sales Techniques – Ensuring a Yes

Have you thought you had a sure deal only to have it evaporate? Me too – it happens to us all from time to time. However, one primary reason this occurs is that out of all the sales techniques we use, we often forget preclosing. Instead, we jump right to the ask or send off our sales collateral only to be flat out denied. There are lots of preclosing questions, but this short video from AllBusiness does a fantastic job. Enjoy…

Notice the number of questions asked in this video. In terms of sales techniques, questions are king. They allow us to steer a sales presentation from start to finish and smoke out any objections so we can overcome them. We want to make sure that we’re not missing anything. It’s hard, but we want to avoid making assumptions and instead rephrase the “doubt swirling around in our heads” into a question (.e.g., is there anything else that would stand in the way provided we stay within your budget?)

What preclosing sales techniques work for you?

– Commentary by Theo

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