Quick tips for closing any deal/getting any order.
Too many of us get so caught up with talking about our product or service up front that we forget the purpose of us being there: Selling. There’s an old saying that says, ‘Telling is not selling.’ Don’t data-dump. Remember that on your next call.
How many prospects do you think are sitting at their home or business right now thinking, ‘I sure hope today is the day the __________ salesperson shows up so I can commit to spending X number of dollars on a product I’m not sure is any better than what I’ve got.’? NONE. People need to be pushed to changed. If salespeople were supposed to stand in front of prospects and just tell them about their product, then leave, your company would just send a DVD. Your job is to build value and credibility and then ASK FOR THE SALE.
In order to be successful at sales you must assume at all times that the prospect loves what you are saying and is ready to buy. Be confident but not cocky. Be relaxed while being focussed. Make them laugh without losing professional credibility. Be the greatest but appear non-threatening.
The saying, ‘The meek shall inherit the earth’ is dead wrong. If they do inherit anything, it will simply be what is left over from those who were on their game and came to win. Practice any system other than confident, relaxed, funny and focussed and your paycheque will reflect it. If you have a comfort zone, lose it or you’ll be lost in the world of the sales slump.
Three simple closing methods.
Age old, keep it simple close.
In the old days ‘handshake’ deals were common. In today’s world, not so much. However, the handshake is commonly used in business before the inking of the agreement. The handshake is non-threatening and everyone instinctively will shake your hand if you extend yours. It comes from the days of war and symbolizes ‘I come with no weapons’. I use the handshake close as often as possible. It is the best close to use for new salespeople because you never really have to ask for the business and yet it defines the moment you have a client and not a prospect. I would finish outlining the positives of what I am offering. Then, say something casual like, ‘So as you can see you’re getting a superior product to what you currently have.” Then, reach my hand out and say nothing. If he shakes my hand I say, ‘Good, I can have it installed/delivered/shipped Friday’ and start writing up the agreement. Or if you want to be a little softer you can reach your hand out and say, “So, we have a deal?” or “Well done, you’ve got a deal.”
Tie Down Close.
This close, like any close involves the salesperson already assuming that the prospect is buying. Why? BECAUSE THEY ALL BUY.
After you’ve explained your product and handled some of the minor objections you simply say things like:
“So would you like it delivered Friday or Monday.”
“I can do the ABC product/service for the $X/day or would you like the 123 product/service for the same price?”
“I was just in the warehouse and know we have both colours in stock, would you like the black one or the white one?
After asking these questions and the prospect answers, feel free to stick your hand out and say, “Great, we’ll install it Friday” or “Great. Welcome to the Sample Corp family.” Or whatever you want. Something that signifies they have taken possession so the transition to doing the paperwork is smooth.
FEEL, FELT AND FOUND.
Perhaps this is a closing technique; perhaps it is a way to overcome objects, whatever this is, when I learned it, my sales sky-rocketed. These three powerful words will change the way you see getting the sale. NO MATTER WHAT A PROSPECTS SAYS…..The simple words, “Feel”, “Felt” and “Found” are the answer.
“Mr. Customer, I know exactly how you feel, others have felt the same way, but after using my product they found…..”
Example: “It sounds great, but I’m not ready to change yet.”
“Mr. Jones, that’s not the first time I’ve heard that, I know exactly how you feel. In fact, many of my happy clients felt the same way when I walked in off the street sweating and out of breath. I nudged them a bit and earned their business and what they found was that our product/service provided much more than they expected.”
If you've been in sales for a few years or more you will quickly realize that this is just scratching the surface of the psychology of the close. However, the above is intended to assist novice-intermediate sales people fake it until they make it, or so to speak. You'll find a constant theme throughout these posts, closing is great, but opening is where hte money is.
