How to Become a Born Closer

Key Points

• Good salespeople are not born with innate abilities; they develop their skills through learning and practice, just like any other professional.
• A successful sales process involves six basic steps: greeting the prospect, qualifying their needs, presenting the offer, making a written proposal, asking for the order, and following up.
• Closing a sale often fails due to seven common reasons, including not asking for the order, fearing being "salesy," handling price emotions poorly, lack of belief in the product, being too reasonable, not uncovering real objections, and failing to follow up.