In continuing our series on the 6 Step Sales Process, we have posted about the 22 Ways to Prospect and Develop New Customers , Qualifying Opportunity and Potential, How do you analyze your prospects needs, Negotiation is a Win Win Proposition.
That brings us to, tad-ah, The CLOSE!
Closing Business is about following the fundamental sales steps that lead to simply ASKING for the business.
By the time you get to the “close” it should be a simple agreement to move forward.
Why?
Because you have already found a prospect, qualified them, done a thorough needs analysis, presented your solution, negotiated a win win deal and now it’s a simply a YES, let’s move forward. Earn it and it should be an easy step.
Closing tends to be the most stressful action in the sales process for most people – salespeople and prospects, but it doesn’t have to be. Closing is really the beginning of your business relationship – where both parties should be excited about working together.
So let’s look at the “anatomy” of what should be going during your sales process” that leads to this culmination.
Are you positive, enthusiastic, probing, listening, identifying their hot buttons and (WIIFT-what’s in it for them), building rapport, establishing their trust, developing your credibility, leading them to the next steps, putting their need first and foremost? This is an art and somewhat of a science. It takes some practice to develop your instincts and skills, so practice and don’t get too hung up or take too personally some of the objections.
If you are not thoroughly going through the process and trying to “push the close” you probably won’t get the yes and create a connection and bond that has the long term potential.
Moving and nudging people to the agreement should be positive, proactive and confident. If you are still getting a push back or objections, you have to go back and make sure you have created the value and benefits, that it is the right solution for them and that you have minimized the risks.
Closing is not just about the ‘sale’ it can also be an agreement between the salesperson and vendor agreeing for a future appointment, payment terms, delivery, financing, up selling to additional products or services and referrals.
Commit to the process, be thorough in each step that leads up to the culmination and it should be a simple and easy…YES, Let’s move forward.
What are some of your best closing statements and tactics?
For more information on sales resources visit justsell.com, and of course Train with Shane!
Now, ” go sell something” (justsell.com)
Next: Customer Service and Retention
