How to Close a Sale

Are you a budding entrepreneur, eager to embark on the exhilarating journey of starting your own business? 

Well done, you for taking this exciting step! 

By clicking on this page, it is assumed you have concerns about your sales abilities, and in particular how to close a sale.

While launching a business can be daunting, especially if you feel inexperienced in the art of sales, fear not. In this comprehensive guide, we will walk you through the fundamentals of closing a sale, equipping you with the skills, knowledge, and confidence to thrive in the competitive business world.

woman sitting back taking notesSit back, take notes and allow me to guide you through ‘how to close a sale’.

As I have said time and time again, nothing happens until a sale is made. If this is a fact, then the selling process hinges on many components. No more important than closing the sale. So sit back and take notes and allow me to take you through ‘how to close a sale’.

mentor with grey hairNever underestimate the power a mentor can be for you and your business. OK, that’s the commercial out of the way.

Before we get into the gutsy stuff, it is incumbent on me to re-state the power of having a mentor in your business to guide you when things get a little rough. Especially in the sales arena.

Starting your business journey with an experienced mentor by your side can be a game-changer. A mentor brings invaluable insights, shares practical tips, and instils the confidence you need to master the art of closing sales. Discover the immense impact a mentor can have on your quest for sales success. 

With an experienced mentor, each sale you make becomes a stepping stone towards personal and professional growth. An experienced mentor will guide you on how to leverage every sales opportunity to refine your skills, build resilience, and foster a mindset of continuous improvement. With the right mentor by your side, you unlock your potential and watch your sales soar. Never underestimate the power a mentor can be for you and your business. OK, that’s the commercial out of the way. Now let’s get started on making you a super salesperson and the owner of a fabulously successful business.

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It all starts with, how to close a sale.

It all starts with a sale. Remember, nothing happens ‘till a sale is made.

To become a successful salesperson, you need to understand the sales process from start to finish. 


prospectingProspecting is the work needed to find the hidden gem.

Prospecting involves identifying potential customers who may benefit from your product or service. 

Utilize various channels such as social media, networking events, and referrals to connect with prospects.

Effective prospecting lays the groundwork for successful sales. 

Explore various prospecting techniques and discover how to identify and reach out to potential customers who align with your product or service. An experienced mentor can guide you in this.

Once you’ve engaged with potential customers, it’s time to develop a compelling sales presentation. 

Crafting Effective Sales Presentations

Crafting Effective Sales Presentations Presentations plays a pivotal role in the sales process. Learn how to create compelling and persuasive sales pitches that captivate your audience and clearly articulate the value your product or service brings. 

Understand the importance of storytelling and how it can engage prospects emotionally, leading to higher conversion rates.

Craft a punchy introduction that grabs their attention and highlights the unique value your product brings. 

Tailor your message to address their pain points and demonstrate how your solution can solve their problems. By providing valuable insights and offering customized solutions, you build trust and credibility, always building to the last scene to close the sale.

Establishing Rapport

2 women chatting over a coffeeThe ability to make friends easily can be a significant asset in sales.

If you are a socially inclined individual, your ability to make friends easily can be a significant asset in sales. 

Learn how to leverage your natural interpersonal skills to establish genuine connections with prospects and clients. By genuinely understanding their needs and challenges, you can position yourself for success in the closing stage.

The Power of Active Listening

active listeningBy demonstrating genuine interest and empathy, you create a connection that fosters trust and rapport.

While presenting your product or service, remember that effective communication is a two-way street. 

Actively listen to your prospects and clients to gain a deeper understanding of their needs, desires, and objections. 

By demonstrating genuine interest and empathy, you create a connection that fosters trust and rapport. Listening allows you to address concerns, overcome objections, and position yourself as a problem solver.

Listening is the key to closing sales

Active listening is one of the most powerful tools in your sales arsenal. 

Attentive active listening will help you uncover crucial insights, address objections effectively, and position yourself as a trusted businessperson. 

By truly understanding your prospects’ pain points and aspirations, you can craft persuasive closing strategies tailored to their needs.

Closing a Sale is a Numbers Game

woman on phoneThe numbers game in sales is first getting appointments. Maximize your chances of success by making 10 appointments. Set the goal. Do not give up.

Explore the concept of the numbers game in sales and learn how to maximize your chances of success by leveraging the 10 appointments scenario. Discover strategies to improve your appointment conversion rate and increase the likelihood of closing a sale. If you have read my content on ‘How to make a sale’, you will see a more in-depth description of the numbers and how to use them to your advantage.

How To Close a Sale

We have come to the best part. The part you all want to know. How to close a sale. After all, that’s why you’re here.

It has been my experience and observation over many many years as a businessman and a consumer how many people, when presenting a product they want to sell to me, have no idea what the fuck they are doing.

If you have read this far, you understand you have an excellent product. You have a product you believe in. You have a prospect list. You have a great presentation. Now you need to make a sale.

nervous manYou will be nervous and out of your comfort zone. Be confident make the next move. Make the pitch, make the sale.

Well, what are you going to do? 

Let me guess. 

You will be nervous. 

You will be out of your comfort zone. 

And you will be excited. 

I can’t do much for you in all this except to get you to understand what these elements actually are doing for you.

Anyway, that’s what an experienced mentor does. Guides you and gives you confidence to make the next move. Present and sell your wares. 

After all, nothing happens until a sale is made. Right?

How to Close a Sale: The Process  

two guys at a big deskMy mentor taught me to imagine I was sitting across an enormous desk. The prospect on one side, me on the other. How the hell are you going to present in a situation like this? All you have here is your ability to communicate.

Seek commonality.

Create a rapport.

Do not think about starting your sales presentation until you feel you have some rapport. Break down the barriers.

My mentor taught me years ago to imagine I was sitting across from an enormous desk. 

The prospect on one side, me on the other. 

I have my charts, figures, inventory whatever you need to use in your presentation, sitting in front of me. How the hell are you going to present in a situation like this? 

All you have here is your ability to communicate. 

So start communicating with banter. 

Don’t worry the more you do it the better you become. 

A great opening line is, “Tell me Mr/Mrs/Ms/Miss Prospect, How did you get started in this business?” or “How did you get established as the purchasing officer?” Whatever their role is, ask the question, “How did you get started in this?”

Then shut up and listen. 

Ask sensible follow-up questions. 

Always know what your next step is. 

If you want someone to elaborate on their answer repeat their last answer back. Powerful stuff. 

So visualise the desk. You are on one side they the other. 

Now you need to get on the same side. Never start your sales presentation until you have achieved this. Always be on the same side of the desk. You control this.

2 guys at a deskGet on the same side. Never start your sales presentation until you have achieved this. Always be on the same side of the desk. Make the banter. Present your product. Ask questions. Ask a closing question. Make the sale.

Now, the next step. 

Deliver your sales presentation clearly and slowly. 

Point out and emphasize the points you have just discovered in the rapport stage. 

More often than not, they will indicate where their interest is and what is their pain point. You just need to listen.

You have gone through your sales presentation. You have come to the end.

Now, it is time to ask the closing question. 

The power of the close. Time to close the sale.

This is where the rubber hits the road. Nervous?

You bet you are. 

Have you got a closing question? 

You better have. If not, you are going to struggle in business.

If you ask them something like, “Well what do you think?” or “Would you like to buy it?” I will jump through the screen and rip your tongue out. 

Have one, two, or three alternative closing options. 

This is something an experienced mentor will help you with. I know, I know, I am laboring the point, but it must be said if you want to get to the other side fast. Get yourself a mentor. 

OK, people like options. Something like “Does the monthly plan suit your budget or would you prefer the annual plan with the 20% discount?” This is a closing question. What do you do when you have delivered a closing question?

shut upSHUT UP!!!!


Understand this. This is the money ball. The first one that speaks loses.

Go figure out what your two or three closing options are. Try them out.

Look, you are not going to be the greatest salesperson in the world first up. 

You will get better.

The more you do it the more you revise it. The more records you keep on what works and what doesn’t the better you will be. 

Trust me. I’ve been where you are. We all have to start somewhere. So don’t sweat it. Start.

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Having the knowledge and confidence to build a prospect list, create a sales presentation and make an appointment is the first requirement.

Creating meaningful connections and understanding the needs of your prospects.

Step into the world of sales with enthusiasm, curiosity, and a commitment to continuous growth. 

Understanding the sales process, continually refining how to close a sale, and developing active listening skills will transform you into a confident and effective sales professional. 

The guidance of an experienced mentor can amplify your growth and propel you towards success. 

Embrace the joy and excitement that comes with closing a sale, and let it fuel your entrepreneurial spirit. 

Step out of your comfort zone.

Your ability to close sales will drive your business forward. 

Nothing happens until a sale is made.

Closing sales is the gateway to your business’s future.

Go you good thing!

Experience isn't the best teacher, experience is the only teacher.

cliff climber

Confidence comes from experience