eal, I know that even the great sales Guru himself, Zig Zigler has written stuff on closing, but if you are having to resort to techniques to close a deal then you haven’t done your job properly. I guarantee that if you are in a closing environment and you cannot get the job done it is not because you I had an interesting call yesterday from a lady in Chicago who was looking for somebody to coach her in SPIN Selling. SPIN Selling is a useful sales model and has been highly successful for many people over the last two decades or so. However, when people ask me about any particular sales model I always ask them, ‘why that one?’ Lets face it, there are enough out there and no doubt every single one has its devotees even if it’s only the person that dreamed it up. As well as SPIN there is, Power Base Selling, NLP Selling, Solution Selling, Consultative Selling, Funnel Selling and many more that I cannot even be bothered to dredge from the far reaches of my mind.

So what makes one work and another not? Well the real answer to that is the salesperson and not the ‘technique’. Yes, all of the above have merit and yes, they all work when implemented properly but they all follow a core process that is involved in almost every sale and without knowing what that is, the rest is just fluff.

I frequently get asked about ‘closing techniques’ and the person will always get an eye roll from me and a ‘here we go again’ look on my face. I know there are hundreds of books out there on closing the deal, I know that even the great sales Guru himself, Zig Zigler has written stuff on closing, but if you are having to resort to techniques to close a deal then you haven’t done your job properly. I guarantee that if you are in a closing environment and you cannot get the job done it is not because you

s ask them, ‘why that one?’ Lets face it, there are enough out there and no doubt every single one has its devotees even if it’s only the person that dreamed it up. As well as SPIN there is, Power Base Selling, NLP Selling, Solution Selling, Consultative Selling, Funnel Selling and many more that I cannot even be bothered to dredge from the far reaches of my mind.

So what makes one work and another not? Well the real answer to that is the salesperson and not the ‘technique’. Yes, all of the above have merit and yes, they all work when implemented properly but they all follow a core process that is involved in almost every sale and without knowing what that is, the rest is just fluff.

I frequently get asked about ‘closing techniques’ and the person will always get an eye roll from me and a ‘here we go again’ look on my face. I know there are hundreds of books out there on closing the deal, I know that even the great sales Guru himself, Zig Zigler has written stuff on closing, but if you are having to resort to techniques to close a deal then you haven’t done your job properly. I guarantee that if you are in a closing environment and you cannot get the job done it is not because you

not even be bothered to dredge from the far reaches of my mind.

So what makes one work and another not? Well the real answer to that is the salesperson and not the ‘technique’. Yes, all of the above have merit and yes, they all work when implemented properly but they all follow a core process that is involved in almost every sale and without knowing what that is, the rest is just fluff.

I frequently get asked about ‘closing techniques’ and the person will always get an eye roll from me and a ‘here we go again’ look on my face. I know there are hundreds of books out there on closing the deal, I know that even the great sales Guru himself, Zig Zigler has written stuff on closing, but if you are having to resort to techniques to close a deal then you haven’t done your job properly. I guarantee that if you are in a closing environment and you cannot get the job done it is not because you

t is involved in almost every sale and without knowing what that is, the rest is just fluff.

I frequently get asked about ‘closing techniques’ and the person will always get an eye roll from me and a ‘here we go again’ look on my face. I know there are hundreds of books out there on closing the deal, I know that even the great sales Guru himself, Zig Zigler has written stuff on closing, but if you are having to resort to techniques to close a deal then you haven’t done your job properly. I guarantee that if you are in a closing environment and you cannot get the job done it is not because you

eal, I know that even the great sales Guru himself, Zig Zigler has written stuff on closing, but if you are having to resort to techniques to close a deal then you haven’t done your job properly. I guarantee that if you are in a closing environment and you cannot get the job done it is not because you don’t have the right technique it is because you have missed something along the way, or something has significantly changed (maybe a new vendor has arrived on the scene) and you are not aware of it. It really is that simple

Got that? Let me say it again just for clarification.

If you cannot close a deal it is almost certainly because YOU missed something during the sales process or somebody has moved the goalposts!

I just did a search on closing techniques and came up with 50 different closes! I know there are 50 Ways To Leave Your Lover according to Paul Simon but 50 ways to close a deal? C’mon!

Here are some genuine examples, and if you have ever used any of these I hope you are squirming with embarrassment because you certainly wont be busy counting your money.

The IQ Close – make them think it is only for intelligent people (if course of they are intelligent they will see straight through this)
The Puppy Close – Act cute and invoke sympathy (works great with the Board of Directors)
Embarrassment Close – Make not buying an embarrassment (make ‘em feel bad, that always works)
Courtship Close – Woo them! (No seriously, this really exists)
Hur