CLOSING IN ON CLOSING…the skill of “closing the sale” is one that eludes many Salespeople. When it comes to asking for the order many Salespeople back off, hoping the Prospect will “take the plunge” without being asked. The three main reasons that most people in Sales are hesitant Closers are:
1. Avoiding rejection
2. Fear of being “pushy”
3. Lack of confidence
Becoming a good Closer is definitely attainable for everyone. Closing is a learned skill… it is not genetic. Great Closers became that way as a result of moving into uncomfortable situations, getting rejected, failing, adapting their approach, and going back for more. They take the “what’s the worst that could happen?” approach.
Here is your ACTION STEP… the first thing to be aware of is that often times the Prospect is a reluctant decision-maker . Different people decide in different ways. Great Salespeople help their Prospects through the process. Here are three great questions to make things easier for everyone:
1. “In making this buying decision Mr./Mrs. Prospect, what’s important to you… what are you looking for?”
2. “Tell me, after you look at all your options… HOW WILL YOU DECIDEwho/what to pick?” (This is a terrific question to ask, remember… often times they haven’t even thought about how they will decide up to this point!)
3. Critical Point: if the answer to question #2 does not identify some of the special features you bring to the table then follow on with this question… “Would one of the ways you will decide be… (introduce your special features one at a time)?”
Another thing to remember is that successfully Closing is not an “event in time”.Closing naturally happens as a result of a great presentation. When you are properly prequalifying your prospect, asking questions throughout the whole sales process, and presenting your features and benefits powerfully… Closing happens much more naturally. It is a logical ending to the events that preceded it. Get in the habit of “testing the waters” with your Prospect throughout the whole process. You don’t ask someone to “Marry Me” without developing rapport and having some indication that the feelings are mutual. The same holds true in Sales. Know where you stand throughout all phases of the Selling cycle. NO Excuses.