This presentation sheds light on to sharpen the closing skills and provides few pointers on what not to do when closing a sale!

1. AAyuja © 2013
Disclaimer: This presentation and the information provided here is indicative in nature and
should not be treated as views of the organization.
Closing a Sale: 7 Mistakes to Avoid
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2. AAyuja Internal and Confidential © 2012
Believing that sales materials can
close business
Your website, emails, and brochures are
only useful insofar as they help you open
a dialog with the customer. With the
exception of plug-and-play commodities,
customers only buy after they've
discussed their needs and assessed the
value of buying from you.
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3. Attempting to close too soon
The ABC rule (Always Be Closing) is
horrible sales advice. When you ask for
the business too early in the discussion, it
makes you seem pushy, which makes the
customer LESS likely to buy. Remember,
it's a law of physics that the harder you
push, more resistance you get.
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4. Trying to close with the wrong
person
In most cases, the real decision-maker is
the operational manager who is
chartered to make money or reduce
expense. While the purchasing
department may have go/no-go
authority, it isn't responsible for making
money or solving problems.
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5. Twisting the customer's arm
This makes usually takes the form of a
statement like this: "The price is usually
$1,000 but if you buy today the price is
$900." Attempting to punish the
customer for not making a decision on
your timetable makes the customer
wonder why you're so anxious to close
the deal.
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6. Waiting too long to close
There's a natural point in a sales
conversation where it's time to ask for
the business. If you keep the
conversation going beyond that point,
you could easily end up raising issues
that didn't exist before or problems that
you and your offering can't solve.
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7. Failing to notice the close
Customers sometimes signal that they're
ready to buy right now
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8. Selling after the close
When a customer has said "Yes!" it's
always a mistake to continue to talk
about your product or services. Trotting
out additional features and functions
raises new objections like "I'm not sure I
need that, so why should I pay for it?" In
other words, shut up and take the order.
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companies. Our array of inside sales and marketing services
help them augment their businesses in the most profitable
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10. http://www.aayuja.com/resources/blogs/
We act as growth partner to fast growing technology
companies. Our array of inside sales and marketing services
help them augment their businesses in the most profitable
manner.
For Technology Sales And Marketing Resources
Visit Our Blog
For free eBooks and more visit
http://www.aayuja.com/resources/resourceslibrary/