Closing Sales – the Hard part?

18 01 2013

Image

So once you’re done with presenting the benefits and values of your business proposition to your prospect, who is still qualified and has established the trust – what comes next sends jitters down the spine for many sales professionals.

If you’re one of those, who seem to take forever in closing a sale – this one is just for you. Keep on reading.

Now, once the presentation is done – what are the next steps to lead the prospect to close the sale. How to do it? (The Million Dollar question)

Firstly, keep in mind, the prospect will have a clear picture, or seemingly clear picture of the whole ideas and is expecting the deal going to the next phase. So be straightforward and treat the closing of sales as a whole process where mental and verbal contribution of the prospect is a must. Now the sales guy has to begin the process – with questions, objection handling and sales-specific questions?

Questions like – what part of the project do you think you can exceptionally excel?

Questions like – what product would you want to go for first? (Give options) This one or that one?

Questions like – why does this product fascinates you..? (Get the prospect involved)

Questions like – is there anything you think will not work in this project, if we work together?

Questions like – (ask straight) When do you want to start? (Give options again), this week or that week?

Questions like – How would you want to pay for this product – credit card or cash?

Questions like – How will project help you in realising your purpose? (Getting the prospect involved emotionally)

BUT NEVER EVER PUSH for Sales in the end? Don’t sound pushy but be persuasive!! Period. Keep asking the right questions, giving options, giving alternate solutions. Pushy parents are not welcome and have to face 9-1-1 someday. So DON’T PUSH. Period.

Keep the control in your hand – if the prospect says he wants to start later, suggest that the slot might not be available with you and if you want to maximize, let’s start off now.

Questions like – if everything is okay with you, shall we start now?

Now, more on persuasion – Sales people can proceed the sales-closing process in various way – some innovated, some tried, some traditional and some more – idea is to get the prospect involved.

Hard Close (Commanding) – (Time-based Tip) – This might be the last time we extend the offer and we will need your answer NOW..!! *

Medium Close (Foreground Suggestion) – My superior told me the discount offer price expires this 31st at midnight. *

Soft Close (Background Suggestion) – Think over it and I’ll give you a call at 10 o’Clock tomorrow morning. *

Always maintain the control. Listen to the responses of the prospect. Give options, don’t let the other person loose in the open, there are many scavengers out there who might outsmart you.

Be confident once you’re finished with the business talk – the prospect is mentally under your control. Know that, the prospect IS..!!

[*] – Extracted from heavyhittersales.typepad.com

Advertisements

Actions

Information

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s




%d bloggers like this: