What is it that separates Top Closers from their competition?  More importantly, what can you start doing today to become one?  After working with thousands of inside sales people worldwide, I’ve identified 10 Secrets that all Top Closers share.  Check out the list below and ask yourself how many of these are you practicing, or could be practicing, to move you into that elite group.

Secret #1:  Top Closers spend more time disqualifying their prospects then they do qualifying them. While their competition is trying to generate leads, the top closers are trying to find buyers.  They don’t spend their time pitching unqualified leads; rather, they spend their time up front finding out what the prospect’s unique buying motives are by finding out why the prospect won’t buy. The top closers send out the least amount of leads, but they have the highest closing rates in the office.

Secret #2  is that Top Closers aren't afraid to ask for the deal.  In fact, they ask many times, in many different ways, all through the sales process.  When first speaking with a prospect they will often ask things like, “When are you looking to make a decision on this?"  And “Besides you, who else is involved in the decision-making process?"  Also, during the presentation or close, they use trial closes to gauge how it's going and which direction they should take.  The bottom line is that they expect and assume the deal—and get it.

Secret #3  is that that Top Closers always ask for larger orders—and they often get them!  They know that it’s much harder to start small and go up, but that starting large gives them the ability to drop the amount and still get an order.  In fact, getting half of what they initially ask for is sometimes twice as much as what their competition asks for.  Getting larger orders is one of the quickest ways of doubling sales revenue, and it’s an important strategy of top producers.

Secret #4.  Top Closers also ask the tough questions in the beginning, questions like how the decision process works, who is involved, what the time frame is and what and when budget will be available.  Most other sales reps are afraid to ask these questions for fear of making their prospect mad.  But top closers know that the real buyers will give this information while “tire kickers” won't.  They know that these tough questions scare off time wasters and reveal buyers.

Secret #5:  Top Closers also listen to and question “red flags."  Red flags are those that responses you get when the prospect says something that you know is going to be a problem later on.  Things like, “We're getting five other quotes," or “We're pretty happy with our current supplier but wanted to check around."  Most sales reps will let these red flags go and hope they don't come up again.  But the top closers question and disqualify out.  Red flags usually reveal time wasters and top closers would rather spend time looking for and closing real buyers.

Secret #6:  Top Closers aren’t afraid of no’s.  In fact, they expect and are prepared for them. They understand that not everyone they speak with will buy from them, so they have developed ways to make every call successful. For example, if they can’t get a lead or sale on a particular call, they find a way to develop a relationship and to become the first company their prospect will think about the next time they are in the market.  This way, they are always successful when they hang up the phone.

Secret #7:  Top Closers are prepared in advance for the reflex responses and objections that prospects use to blow off 80% of the other sales reps who call them.  Objections like “we're not interested” or “we already have a supplier” or “we don't use that,” are easily handled by the top closers because they use effective and prepared rebuttals that allow them to get past this initial resistance.  This allows top closers to stay in control and to get through to buyers and decision makers.  Anticipating and overcoming initial resistance is a key skill of the top producers.

Secret #8:  Regarding objections, the Top Closers always question and isolate an objection before they answer it. While most sales reps will immediately respond to an objection, top closers know that the first objection can often be a smokescreen covering the real objection. They will use proven techniques to question and isolate an objection before they answer it. A top closer’s favorite is, “Well, prospect, if price wasn’t an issue here, is this something you would move forward on today?”

Secret #9:  Top Closers also know how to build instant rapport. If they sense that a gatekeeper or prospect is annoyed or in a rush, they address it rather than just bulldozing ahead with their pitch. They use scripted responses like, “It sounds like I’m not the first person to call you today,” or “Do you get a lot of these kinds of calls?” or “You probably get a lot of these kinds of calls, don’t you?” This immediately breaks the ice and separates them from their competition who are talking at their prospects and not with them.

Secret #10: Top Closers subscribe to and constantly read newsletters, ezines and other emails tips from the top sales trainers in their industry. They know they don’t have to reinvent the wheel and they are open to trying what others top professionals have found to be successful.

Mike Brooks is president of Inside Sales Solutions, a national inside sales training and consulting firm.  For over 20 years Mike has been teaching inside sales reps and companys how to sell more with less effort by using the skills, techniques and strategies of the Top 20%.For more information, visit http://www.MrInsideSales.com