After a lifetime in the sales industry, with various family businesses under his belt, the author would like to share a few tips on what closes sales. What you read here can easily make the difference between meeting your quota and getting that bonus, or simply spinning your wheels and making the draw.

First, you have to understand the two elements that are key in closing sales.

1) Sales resistance 2) Value

The sales process is two-fold, at least: lowering sales resistance, and showing the value of what it is that’s for sale. In this particular article, only #1 will be considered.

Nobody really “enjoys” being “sold to.” To a certain degree, everyone has a level of sales resistance. Think back to the last time the Girl Scouts or someone else came to your door trying to sell cookies, magazines or carpet cleaning wonder gizmos. You more than likely closed the door. (Shame on you for not getting the cookies, you missed out on the Thin Mints…)