Closers have to ask for the sale after building value and not buy into myths or negative psychology about selling. There are many myths in the sales industry, some of which may hinder the success of closing the sale and the success of the career of the salesperson.

It’s a Numbers Game is a Sales Myth

“It’s a numbers game” is an oft-repeated mantra by experienced salespeople to the newer recruits in the field. This is true only to an extent. Remembering that there is something to the adage does help overcome the negative psychology of rejection that all salespeople experience. Each salesperson has control over the work ethic, over the sheer number of prospects approached, and control over his/her closing percent. However, when there is a lack of a system for the sales process and the lack of good closing skills, then the “numbers game” becomes irrelevant.

On the other hand, when the salesperson builds a lot of value and motivates the prospect to buy, the numbers game becomes less important. Good closers can make the most of fewer prospects.

The Sale Will Close Itself is a Sales Myth

Some sales trainers claim that the sale will close itself if the demonstration is stellar and the product is awesome. This is not true. Closers have to ask for the business. Closing language includes: “Can I count on you?” “Should we do it?” “Is this amount affordable for you?” “When would you like it installed” or “What color do you want this in?”

Assume the order. While this technique is an excellent advanced closing skill, it has to flow naturally, not be forced. High belief in the value of the product as a solution that makes sense to the prospect helps in self-confidence to execute this sales technique.

Closing on Rescission is Not a Good Sales Technique

While it is ethical and necessary to inform the prospects that they have a right to cancel in a certain amount of time depending on state law, it is not a good sales technique to close with that condition.

Experienced closers will isolate the true objection and overcome it. Forcing a prospect to sign the paperwork when the true objection has not been addressed will inevitably lead to the customer exercising his/her right to cancel. Experienced closers also make time for a longer warm down after the paperwork has been signed to increase the comfort level of the customer.

During the close, it’s okay to backtrack a little and rebuild value in the product or service if the hesitation is on price. The hesitation may be something else, but rebuilding the value often will help the prospect feel motivated to justify the purchase or overcome his/her objection.

It’s a Myth That the Prospect Will Call Back

A “be back” is the nickname for the prospect that expresses interest but does not buy. Newer sales people often mistake this prospect’s questions for buying signs. A “be back” is the prospect that says, “I’ll call you,” or “I’ll think about it.”

Experienced closers will move through the objection of “I’ll think about it,” and press for the sale while the value is fresh in the prospect’s mind. If the prospect isn’t motivated to buy, build more value and go for the close again.

These are just a few of the myths that some salespeople buy into that can lead to failure in sales. Building value, asking for the sale, and continually working on refining the closing skills are keys to success in selling.