Tips
for Closing
We’ve talked
about different types of closes
and ways they can be used, based on the situations you face as a
sales professional. It also helps to follow a few simple guidelines
that truly apply to any closing
situation. These guidelines are general rules that any
sales professional should follow in order to make closing a
smoother and more comfortable process. We call them The Ten Commandments
of Closing.
The
Ten Commandments of Closing:
I.
Thou Shall Stay Positive
– When
closing, maintain a positive attitude and make the assumption
that you’ll get the sale. Don’t go for the close timidly just to
closefor the sake of closing.
II.
Thou Shall Reassure –
Customers want to know that they’re making
the right decision. So long as you have done your job as a sales
professional and made theright recommendation to your customer,
reassure them that they’re making the right decision. Don’t put
negative thoughts into their mind.
III.
Thou Shall Stand Fast –
The best closers are the ones with the desire to succeed and win
at what they do. Don’t get discouraged. Go for the win!
IV.
Thou Shall Relax –
Customers will notice if you are uptight and uncomfortable
asking for the sale. Take it easy and know that by asking for
the close, you’re on the cusp of
making a sale. Allow the customer to be relaxed during the process
by being relaxed.
V.
Thou Shalt Not Pressure –
Don’t use hard closes to make the sale. Asking your customer, “So,
do you wanna get it?” is like smacking them in the face with a frying
pan. Make the process easy for them by using low pressure closing
techniques.
VI.
Thou Shall Keep It Simple
– To make it easier for a customer to agree
to buy your product or service, it is best to use simple, straightforward
closes. Don’t ask long drawn out questions that were preceded by
complex dissertations. Keep things simple.
VII.
Thou Shall Ask Again
– If your customer responds to your close by throwing out an objection,
first answer their question and then ask for the sale. Just because they’ve
objected doesn’t mean they won’t buy. If you face an initial
roadblock, deal with it and then ask again.
VIII.
Thou Shall Create a Buying
Atmosphere – Don’t place added pressure
on your customer by making it seem like the weight of the world
is on your shoulders if
they pass on the sale.
IX.
Thou Shall Close on a High
– Don’t ask for the sale when it is clear the customer is not ready
to buy. Take advantage of those positive situations when it makes
sense to ask for the sale.
X.
Thou Shall FAB Your Customer
– Benefit statements are a good way to lead
into a close. As you wrap up your discussion, provide your customer
with oneadded benefit of working with you. This is a way to strengthen
positive
discussions and dovetail into a close.
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