Role Play Techniques for Closing The Sale

Role Play Techniques for Closing The Sale

By Mark Landiak

October 1, 2015 - For all the emphasis put on effort and diligence in sales (forecasting, planning, greeting the customer, needs assessment, asking for referrals, etc.), one of the more overlooked and assumed aspects of the sales process is the actual closing of the deal. Sales is sometimes viewed as very cut-and-dry in that regard. When it comes time to close the deal, it's a case of “just do it.” But what does that actually look like? What kind of structure can we (as wireless managers) give to the closing aspect of the deal?

We often hear about salespeople having a “killer instinct”, like closing is some kind of innate ability that they just have and just do. As a result, closing is often construed as being a talent that is just second nature. This is only part true. Some of the best salespeople indeed have an innate talent for socializing, speaking, and persuading. But those closing skills are still learned and groomed. That's where role play becomes pivotal.

Product and Process: The Passion That Drives Wireless Sales

Product and Process: The Passion That Drives Wireless Sales

By Mark Landiak

September 24, 2015 - Every great salesperson I've ever met has a true passion for selling. The prospect of persuasion fires him or her up like few things ever will. Selling is an exhilarating experience for them, and that's good. It's supposed to be!

You know what else great salespeople love? Money! You better believe they love money. To a great salesperson, there is nothing like that sensation of cool, crisp cash hitting their palm (or bank account). Starting up the conversation, assessing a customer's needs, and solving their problem(s) all come with a unique sense of pride and fulfillment that (to a great salesperson) ultimately culminates in that beautiful paycheck. But great salespeople never settle. There is hardly enough time to celebrate one sale before the focus shifts to the next.