Most top performers in sales are good closers. But, instead of just focusing on "doing deals," effective closers are keenly aware of the importance of securing smaller commitments on the way to consummating larger transactions.
Closing 'deals' in sales is easy if the customer has an immanent need, and they recognize the value of your product or service, and you've successfully differentiated your offering to the point where the customer believes their return on investment far exceeds the cost. What's not to like? At that point, all the salesperson has to do is place an order form in front of the customer and say, "Press hard, five copies."
I talked at length about closing strategies in my first book, Secrets of Question Based Selling, and one of my focus points was how the final phase of the sales cycle should be somewhat anticlimactic. Meaning, if a customer is indeed ready to buy, then you don't need a magic formula or clever one-liner to coerce the decision maker into wrapping up the transaction. But when the customer is not ready, that's when an effective closing strategy can be the difference maker.
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