Closing a sale is an integral part of an orchestrated selling process. By first building rapport with our prospect, you create trust that is vital to closing a sale. No matter how wonderful your product or service is , people will not buy from you unless they trust you. By learning to ask closed-ended, attention-getting questions, you can open your prospect’s mind to ultimately accepting your presentation. Open-ended, probing questions can then be asked to learn about needs, hidden feelings, and problems tha can be solved by specific products or services that you represent. By tailoring your demonstration to only those products or services that meet needs or problems you uncover in your questioning, and by asking trial closing questions, you can determine how your prospect feels about your presentation and suggested solution to your prospect’s problems. Then, by answering any questions or objections your prospect might have, you can set stage for tying off transaction. All that is left in closing process is to simply ask for business.

About The Author: ------------------------------- Jelani Khalfani Will Personally Build A Money Making Website Just For You That's 100% Ready To Take Orders And Pull In Massive Residual Profits. Get Details And Signup Today At: www.PlugInProfitSite.com/main-7249

Another word that instantly de-motivates salespeople is "activity." Unfortunately, in absence of any other viable advice, most managers simply blurt out, "You need to increase your activity" to anyone who isn't at quota. This accomplishes nothing other than setting up rep to believe that a series of funnel reviews and performance improvement plans are soon to follow.

Finally, I see entirely too many managers pushing too hard to spend extra time with salespeople who are falling short. While it's necessary to spend time with these people, it's not a good idea to keep asking them what they need help with and to insist on riding along with them. This only turns up heat another notch on an already stressed-out rep. Nobody who is having trouble likes to be singled out, especially when extra attention easily can be mistaken for micromanagement.

To keep a struggling salesperson motivated:

1. Keep talk of funnels, forecasts and activity to a minimum.

2. Offer help without being overbearing.

3. Put your trust and confidence in that salesperson.

Stick with these guidelines and you'll not only do a better job of helping those who are having difficulties, but you'll see an overall increase in your sales team's motivation and enthusiasm.