Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Zig Ziglar once wrote, “if you can’t close, you are just a brilliant conversationalist.” I would add to that if you can’t close, you are just an unpaid consultant.
Closing does not have to include conflict, stress or beating your prospect into submission. If you have extended yourself emotionally and professionally to your prospect and laid all the appropriate groundwork in the early stages of the sales process, closing will be a natural part of the conversation.
It’s just like the dynamic of a man and a woman dating. If you rush things at the beginning you’ll scare off your date. But if you take your time, show genuine interest and focus on building the relationship there will come a time when there is an expectation of a commitment.
If you have made the investment to serve your prospect, there will come a time when there is an expectation that you will ask for a commitment – you will close the deal. That does not mean the answer will always be yes, it just means there will come a point when it seems natural to bring the conversation to a conclusion – one way or the other. And remember, “yes” is best–but “no” is a perfectly acceptable answer.
In the old days of selling, it was about the “ABC’s” – Always Be Closing (Think Glengarry Glen Ross. How can we forget “coffee is for…CLOSERS!”). The basic strategy was to spend 10% of your time acting like you were interested in your prospect, and then 90% of your time closing, closing, and closing.
I prefer to do just the opposite. I recommend investing 90% of your time and energy into serving and you’ll find yourself spending only 10% of your time and energy closing.
This does not mean you can ask for the order one time and give up.
Remember human nature dictates that when given the choice of spending money today or spending it next Tuesday, we will choose next Tuesday. It is critical to know that even if your prospect likes you; even if your prospect loves your company; even if your prospect wants and needs your product and service; even if your prospect thinks the price is fair and that your offer has tremendous value, he would still prefer to postpone spending his money. It’s in our DNA.
So even though closing is less conflicted if you have done your job up front, you will still need to ask for the order several times.
Listen, most of us have learned everything we need to know about closing from our children. When children want something from you it is, indeed, a lesson in persistence and closing to behold. It’s a thing of beauty when you can step back and analyze it without wanting to strangle your child. They are relentless. They are focused. And they are often successful.
It’s not that you don’t want your child to have Lucky Charms. It’s not that you don’t love your children. And it’s not that you can’t afford Lucky Charms. It is simply a matter of not wanting someone else telling you how and when to spend your money.
So it goes with your prospect. They can love you and your company, want and need your product and service, have the money to afford it and believe it’s a great value, yet they will have a tendency to say “no” just because it’s there money and they will spend it how and when they darn well please.
So, you may have to ask a few times before your prospect says “yes”. If you ask several times and they say “no”, that’s okay too. The only answer that will destroy your income and sales career is “I don’t know. Call me on Tuesday.” “No” is a perfectly acceptable answer. Tuesday never comes.
About the author