Small Business Can

Hi Fionan,

I think you have highlighted a very important issue about closing. I believe that for too long during the 'good' times sales people did not have to close, as people simply just bought. Now we are in this more challenging environment and it requires a rethink in how we train and develop our sales people and organisations.

Just asking another questions amongst a range of other questions with the aim of getting the sale, is not always going to work, because the sales process is not always so simple. We must work from simple 'transaction' sales to the more complex form of large industrial and business sales.

To do this requires training in the skills of sales. As the previous post highlights there are many books about sales and each has proven to be of value to those who use them. But all sales is built on people skills and we must also remember that the buyers are just as familiar with the 'closing' techniques as the sales people are, so they will be looking for the 'techniques' of closing.

Ultimately, if you have a good service/product and there is a market for it, you will need to have the skills to sell it and for this I would always advocate training and development. When sales people get the 'feeling' of sales success, they can then keep this feeling with them and use it to drive their performance and success.
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