Thoughts for Closing the Sale

 

If you want to be a truly successful salesperson and I mean the type of closer that turns leads into true clients; the type of clients that become referral producing machines, here are a few things to think about while you prepare for your next appointment.

It’s all in the preparation – You really need to do  research on your prospect and his or her business prior to your first meeting. You can search anything or anyone on the net. The more information you go into the appointment with the more professional you will appear to your prospect. Also the knowledge you uncover prior to the appointment can help you open a discussion that will build a relationship once in the appointment.

1. If your prospect owns a hardware supply store. Would it not be helpful for you to know who the competition is, how many employees they have and what are the major challenges they face day to day?

 2. All of these things can be found on the internet.

The Fact Find (Discovery) Interview   - A good detailed, in-depth fact find is absolutely necessary and will allow you to fill in the holes from your research regarding the company.

1. You need to check with your company and get a copy of the fact finder they use and you need to understand it thoroughly.

2. The first question you should ask is: “What is your biggest challenge in managing your benefits?”

3. The second question should be: “What is the biggest challenge overall in running your business?”

Build a Relationship - By asking questions and making observations in an interview you will start to build a relationship and be looked upon as someone who cares.

1. I cannot stress the importance of building a true relationship with your clients. The key to this happening is the client feeling that you have a genuine interest in them and their business. Remember people can tell if you are a phony.

Go Slowly and Ask Questions - Even on the closing interview I like to ask lots of questions.

1. My first question on the closing interview is a question to confirm what they had told me previously. “Am I correct in saying that when we met last your biggest concern was…..?”

2. As you go through the presentation be asking”Do you see how this would…?”

3. Keep the pace of the conversation to a speed that the prospective client is comfortable. You know what we are saying but sometimes the client is not with you and most times they will not tell you. You don’t understand why the sale did not close and it’s because the prospect did not understand.

Ask For The Sale - This is the number one reason that sales don’t close, sale people don’t ask for the sale.

1. If you have asked the right questions and have gathered the right information then your close could go like this. “Mr. /Ms. Prospect, am I correct to understand that your major concern was…X? Now you said that you can see how my solution would solve your problem and also save you money. So don’t you feel it would make sense to get started today?’

2. Remember, knowledge is power and you could not ask that closing question if you did not have all the information.

So remember: preparation, fact finding, relationship building and asking for the sale are the simple steps to closing. Don’t take short cuts or try to rush the sale.

Good Selling

Bob