"Selling Ice To Eskimos" 

What makes “super salespeople” successful? What is it they have or they do that can be taught or conveyed to the normal sales sector?

There are five (5) distinct traits that, if learned, can enable even the most novice salesperson to grow his or her results.

Trait #4: “Super Salespeople” know how to close the sale. Too often, believe it or not, many salespeople fail to ask for the sale. They expect their presentation to be sufficient for the prospect to immediately say “yes” without a closing effort on their part. Their thought process often conveys, “Well, I gave them the facts and told them the cost. It is up to them what they do about it.” In one respect, it is great to assume the sale. This must be done; but, in some fashion the sale must be closed. Never assume anything because it only makes the assumer look bad.

“Super salespeople”:

• lay out the facts from the situation that was presented
• convey the needs which the questioning uncovered
• repeat back to the prospect comments of value that the prospect    mentioned
• confirm how the product meets the need and what benefits may be  granted in the future
• resell themselves and the company they represent
• clearly define that added-value  
• Finally, they ask for the sale. Just as the principle proclaims: “Ask and    you shall receive…”
  

ACTION STEP:
Do you have a closing check list? If not, use the one above and practice it!

Next week we will look at the Fifth trait of "Super Salespeople".

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