Closing the deal

26 May 2010

Mark

RepHub

Sales Tip for 26th May 2010

Closing the deal

Time to read this section about 90 seconds, time well spent.

 

Closing seems to be where a lot of sales professionals are letting themselves down.  They've made the contact, organized an introduction, gone through the offer, named the features/benefits, but then haven't been able to close the deal.

Most ‘workshops' tell you that ‘objections' or ‘rejections' are simply a lack of rapport with the customer.  This may be true in some cases when they say ‘NO' they mean ‘KNOW; (I don't KNOW enough to trust this is a good deal), however we also believe that a lot of sales professionals do have substantial rapport with their customers and simply aren't trained or don't practice how to close a deal.

Efficient closing comes from basic preparation, done well.

Try our checklist to reduce objections.

The closing checklist

  • What is the value in my product or service for my customer?
  • What is the dollar value? (return on investment, money savings, etc.)
  • What other value is there? (prestige, safety, improvements, etc.)
  • Does the customer understand the value the benefits of my product or service offers them?
  • Is a decision to buy my offering better than a decision to create my offering on their own?
  • What risk to the customer do I need to minimize or alleviate in regard to this buying decision? (financial, time of implementation, opportunity cost, prestige, what their boss/peers might think, etc.)
  • What urgency have I created to encourage the prospect to move forward now? (time to market, discounts, delivery incentives, guarantees, etc.)
  • Why is buying my product or service a better decision than moving forward with my competitor (or taking no action at all)?

 

Now try these closing statements to close the deal


Sample closing statements

(Closing statement should be delivered or asked with confidence and an expectant attitude.)

  • Would you like to move forward?
  • Are you ready to get started?
  • Can we go ahead?
  • We can start the process today with a credit card if you'd like.
  • We can deliver it to you by the close of business tomorrow if you'd like.
  • We can have it delivered by the end of the month if we can get a signed contract into the office by Thursday.
  • Should I forward a contract so you can get started?
  • Would you like to try it for a dollar/sale or return?
  • It'll take a few weeks to process and ship the order so if you're interested in moving forward, we should start the paperwork now.
  • Let's get this off your plate and start the paperwork. What do you think?
  • Let's start the process so you can get onto your other priorities. Sound good?

What questions work for you and do you have all the answers to ours?

How often do you practice closing and what benefit is there to you if you can ace this every time?

 

 

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