Going in for the Close

- August 14, 2011 2 MIN READ

A sale is simply where you get paid results, unfortunately, there is no such thing as a magic sales pill. You may think, that is you as the sales agent, have played all your cards right but then, the door is slammed in your face. The question is how do you go for the kill to score that sale? Does one have to be blessed with the gift of the gab in order to succeed? Fortunately, the answer is no. Everybody can sell and we do it throughout our lives. We can go to the very basics as to why we dress the way we do?

Anna Zammit from Xsell – coaching and sales training services – who is not your average business women. A sales trainer and master coach with over twenty years of sales experience under her belt across direct marketing, retail and corporate sales. Recognised Australia wide and internationally, in one project alone, Anna was able to save $230 million under management for a client. product is vital. “You can have any great product or service but if you can’t sell it you have nothing” she says. Anna firmly believes that “off the shelf ” sales training does not fit all businesses.

“As a business strategist, I focus on how to increase revenue through sales and train the sales team on how to network, what to do with networking and what to do after networking” she says. “Whatever the client sells, we learn how to sell it and then teach them how to sell it”. She insists that there is no such thing as the perfect sales person and, in most cases; fear is what holds sales people back from scoring that deal. “Fear over rides us. It’s the fear of rejection, not succeeding and the fear of failure that gets in the way of closing the sale and they take it personally” she said. And they shouldn’t. She says one of many important skills is the need to 22SALES agenda, giving them an ultimatum to choose within two options”. An example she provides is “if you ask someone whether they will pay either by cash or credit card. The brain will look for an answer within those two options” she says.

“Ask for the sale. A large percentage of sales people do everything right and don’t close” Anna says.