Closing the sale is the most crucial part of the selling process as you have already invested time and effort on the client. Knowing the right way to close will turn an ordinary sales person into a master closer.
Closing is a sales term which refers to the process of making a sale. The sales sense springs from real estate or any other business where closing is the final step of a transaction. In sales, it is used more generally to mean achievement of the desired outcome, which may be an exchange of money or acquiring a signature. Salespeople are often taught to think of targets not as strangers, but rather as prospective customers who already want or need what is being sold. Such prospects need only be “closed.”
Tips how to Close,watch this Video
Many people have very negative perceptions of the process involved in “closing a deal”.
And for good reason – a lot of sales “professionals” don’t know the first thing about closing!
Many of us have had experiences with a salesperson who OBVIOUSLY didn’t care about us, our desires, or our priorities. They just wanted to get the deal done, and move on.
That is NOT professional closing.
Being a professional closer is all about understanding exactly what your potential client wants – what desired benefit they are seeking, and being honest enough to either help them get it from your company (if you can deliver) of another company (if you can’t).
– Strong-arm tactics
– High-pressure tricks
Or any other negative-selling mechanism doesn’t yield good results long term.
Unfortunately, manipulation is the underlying driver in many closer minds.
They just want to “get” the sale.
Bitter irony! Because the answer is not in the “getting” – the answer is in giving.
By giving without expectation, a person gets the impression that you actually care about THEIR agenda (amazing!). And when you’re able to make that kind of connection, it dissolves much of the resistance that many sales professionals encounter.
And here’s what I mean by that:
If you come out of a closing experience ANGRY, FRUSTRATED, or IRRITATED that the person didn’t close – that indicates exactly who you were there for.
You – and your agenda.
You walked into that scenario with the expectation that they would close – and if they didn’t, it produced a negative emotion simply because of an unmet expectation.
You might not have thought it was “fair” that they “wasted your time”.
Or that they lack decisiveness.
Or that they have some sort of moral flaw.
In other words, it’s easy to put it on them (the prospect). It’s their fault! They should have closed! I mean, you did EVERYTHING you could to help them, and they didn’t cooperate. Idiots!
If you have qualified correctly, and the person legitimately has a need for what you are offering, then they didn’t fail you.
You failed them.
They were looking for leadership – and didn’t find it.
They were looking for a solution -and it wasn’t communicated accurately.
They wanted a benefit, a result – and they didn’t see how they would get it with what you were providing.
It’s not their responsibility to listen, decode, and decipher what you are telling them.
It’s your responsibility to articulately, succinctly, and directly communicate what you have. And then help them to overcome their objections, concerns, and skepticism to get it.
And the only way that can BEGIN to happen is if they can see that you have more on your mind than YOUR agenda.
They need to see and feel that you understand THEIR agenda. You must know their criteria for taking action – the primary driving priorities that put them in the closing situation in the first place.
Here is how that is accomplished:
1. Define their motivation – start your conversation by asking “why are we here in the first place? Why did you come here today?” They’ll tell you why. Then ask them why that’s important – what’s important about what got them in your office? What’s important about why they decided to seek help or more information about a particular solution? You have to define their motivation for taking action, and they will tell you if you simply ask.
2. Attach your product / service to that motivation – In other words, if you are selling any product,let me say insurance, and their criteria is that they want to know that their spouse will be taken care of if something happens to them, then you need to attach that benefit to the insurance (the product).
Going over additional features & benefits means nothing to them – it’s superfluous. If you know what their motivation is, you need to be the answer for that motivation. Additional features don’t “wow” them – they BORE them.
There is a core reason that brought them to you – and you need to communicate that you have the solution for that core reason. And if you don’t, you need to improve your marketing so that you filter out people that are not there for your core solution. Wasting people’s times by trying to target everyone is a sure-fire way to becoming frustrated, dejected, and ineffective.
So don’t do it! Spend your time defining your prospects motivation for action. This will give tremendous clarity to YOU and to THEM. It will build rapport. And it will give you the opportunity to either give them the solution and service they are looking for.
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