In this topsy-turvy age of buying, the only truly effective closing techniques for the sales professional are to help the buyer to buy. More specifically to help the buyer get the project / purchase sanctioned.
‘Helping the buyer to buy’ may sound easy, it may, to the power closing salesperson, at first even sound lame. However it is the ultimate test of today’s sales pro.
‘Helping the buyer to buy’ isn’t easy. It means helping the buyer to:
- Navigate the internal requirements of his/her corporate buying process
- Build a compelling business case sufficient to get the project sanctioned
- Build relationships high enough and wide enough in order to engage with the entire buying team