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The game is simple; there is a prize, and only one party is going to walk away with it. In this case, the prize is going to be making a sale. Once a sale is made, it is gone for good. You may get a shot at another sale, but the one you lost is not going to come back once you figure out how to do it right. You need to know how to make the right moves the first time, every time. With the right training and the ability to recognize opportunity, you will know exactly how to play the game of closing a sale.
Knowing the Players
By now, you already know what it is that you want to sell, and you already know that there are other people out there selling it at the same time. The question is, why should customers buy from you instead of them? If it were just a matter of slashing prices as a way to get results, salesmanship would be a lot easier. There is more to the process of sales than just who offers the lowest bid.
Bet Low, Play High
Sales are less of a gamble than you might think, but you need to be able to know when you should put your name and reputation on the line. By "betting low," you can learn to test the waters before you try to land a sale, but remember that ambition does not denote the size of the pot. You should play every hand you are dealt like it is a million dollars on the line. Never undersell yourself, because your competition will be trying to do that job for you.
Play Your Cards Right
You need to be confident in your product to know that there is a demand, and flexible enough to know how to meet that demand when and if it changes. That means being able to read what the customer wants, and what the market will allow.
Raising the Stakes
Once you have found a winning strategy, keep at it until it no longer yields returns. Along the way, recognize what makes that strategy work, and always keep what you learn in your back pocket. There will come a time when you need to shift gears, but if you pay attention along the way, you will learn that the rules of the game never change, only the players do.
The Sales Coaching Institute gives you sales coaching focusing on selling techniques and strategies to help you to improve your selling skills.
