Closing the Sale

 

It is said Closing the Sale begins when the prospect has agreed to the first meeting. Because the buyer can do most of the pre sales work online this fact has never been more important.

 

Traditionally Closing the Sale methods ask a buyer to make a decision. People don’t like to make poor decisions. So buyers can be hesitant in decision making. Most Sales people want to ask a few questions, then start a presentation. So after handling a couple of easy Sales objections they go in for the kill (the close). If only a Sales person’s life was that simple. Oh, and did I say ‘to a formula’ they can repeat over and over again?

 

Long before the all-important closing question is asked the professional Sales person knows what the answer should be. How?

 

• They understand the prospects main buying reasons. Why the prospect is out shopping
• They make sure they have qualified their prospect and have a win-win outcome to offer the prospect
• They have anticipated potential objections and rehearsed the answer
• The presentation focuses on the buyer’s drivers and not their own beautiful creation. These can be too…long, detailed, boring, off subject
• They are skilled observers of the ABC rule - Always Be Collecting buyers signals. Most importantly they never force a decision
• They know how to ASK for the business

Above all keep the ‘close’ in mind from the first meeting. And subsequently do everything right along the way, by the time you get to the Closing the Sale stage, you can ASK for the business. You can ask without concern on your part and with an expectation the buyer is waiting to say YES.

 

Education or Selling

 

As a foot note – you always have to separate education from selling. You may need to educate your prospect about what you do. Therefore at a closing meeting you have to convey that you are there to Close the Sale – to Sell your wares. So remember this is not a closing of the relationship but a continuation of the relationship. Asking for the business is just a step in the process. If you are hesitant to ask for the business should your prospect be hesitant you are the company for the job?