Do you have trouble “closing” the sale?
I used to have trouble closing the sale, but thinking back, my biggest challenge was the word “closing.”
To close. What does that mean? What comes to my mind is the end of something.
A sales conversation is not the end of something, but rather the beginning of something.
There are two options at the end of the sales process.
First, either one or both of the parties decide the solution to the prospect’s needs are not a fit for the seller’s product.
Second, both parties decide that the prospect’s needs can be best served by the seller’s solution. (Both of these solutions are viable and a good ending. Our business is not a good fit for everyone.)
In the second case the sales process has evolved to a new beginning for both parties. This is the opposite of a closing, or am I just messing with the words? 🙂 Anyway, you get my point.
Why all the stress? It’s usually because we “need” more clients to pay our bills. While this may be true, there are usually deeper problems in this case.
So…. what if we could just relax when the prospect needs to make a decision. It’s really their choice anyway, and people want to buy, they just don’t want to be sold.
Here is how to proceed. First make sure your head is in the right place. This is not about you.
However, you can lead the prospect to buy with a simple question: “After all we have talked about, what do you think our next step should be?”
It takes courage to ask this question. We feel vulnerable in giving our prospect the choice, but that is the reality.
If you have done a good job figuring out what your prospect wants, and showing them the transformation they will achieve partnering with you, it’s a slam dunk that you will get an authentic and real response that’s perfect for both of you.
