Closing a Sale is Easier Than You Think: 5 Key Steps

Closing a sale is, for many salespeople, the most difficult step in the sales process.

But it doesn’t need to be.

The secret is in the groundwork you lay by following a few value selling training best practices before asking for the commitment to buy. The close should be a logical extension of your work with the client and the relationship you have built together.

Before you try to close the sale, be sure that you have addressed the following:

1. Current Situation: Thoroughly explored the client’s situation and what he and the company face
2. Decision Makers: Been talking to the right buyer with decision-making authority
3. Relationship: Established a connection based on mutual respect and trust
4. Value-Add: Presented a viable solution that is based on the client’s criteria and that addresses the client’s specific goals, problems and needs in a way that makes sense for them
5. Barriers: Directly and explicitly dealt with any obstacles that may have cropped up during your conversations

If you have managed the above steps effectively, the close will be a cinch.