Saturday, November 19, 2011

Closing the sale

An actual salesperson learns rather quickly how to close the sale having swayed the client towards what you have that covers their requirements.

Not knowing exactly what to say when closing a sale leads to uncertainty when opening a sale. To deal with this problem we will assume that

  • The initial appointment was scheduled and you are attending the first follow-up.
  • You have presented yourself well,
  • Trust has been gained and stabilized,
  • By listening to their situation you know where they want to go and feel confident that your service is a good fit to their needs.
  • You have even explained how your service works.
Now what do you do?

For a start you want to close the sale not leave the sale open.  At this point you do not ask the client to think about it.  Thinking themselves out of the sale is what the client is good at.

Asking the client to get back to you is not on either as the client will have a lot of time between the then and now. 

What the client does not want to do is waste their time and money.  Buy asking them to let you know what they would like you to do is asking them to think on another dimension.  This takes the client away from making money!

Putting the client on the spot causes them to be uncomfortable.  Loosing  points with the trust issues is a lot easier than gaining these points in your favour.

Using the assumption principle your confidence will continue to reach out to the client when you use the assumptive close. 

No comments:

Post a Comment