Closing the sale is as simple as closing a door!

In Tuesday nights free teleseminar for The Accidental Salesman Club® top sales trainer Andy Preston gave us some excellent insights into closing the sale. A key element of Andy’s presentation was the need to continually confirm and summarise throughout the sales process. Assuming the prospect has been properly qualified, summarising and confirming will inevitably lead to the close. Summarising and confirming what has been said removes any potential misunderstandings and flushes out any potential objections.

Andy used a metaphor of a corridor full of doors. Each door leads to a room. He described the process of summarising and confirming as the equivalent of working your way down the corridor closing the doors. This is Andy’s interpretation of the adage ‘Always be closing’. Each time you close a door you are closing off part of the sale. When you reach the end of the corridor and all the doors are closed then the sale is inevitable. All that is left is to give a final summary and then ask for the business with a question like ‘Shall we go ahead?’

Andy says that summarising and confirming is a habit and all great sales people do it. As it removes the pressure from the final close and also makes handling objections a lot easier it is definitely something worth working on.

Best wishes

Richard