Closing is a crucial part of the sales process which is used to conclude the purchase or make a sale. So why is the idea that volumes of books and sales seminars focus so much on closing the sale? After all, whilst it’s an important step it isn’t the be-all and end-all to sales… or is it? Some companies think so and have dedicated sales staff referred to as ‘closers’, usually the high performers of the sales team.
On the other extreme, some salespeople think it’s beneath them to close, in other words, ask for the order. You can hear them saying, “The prospect will go ahead and buy once they see how good the product or service is. ” Is it any coincidence that they languish at the foot of the sales team chart?
Why, when we’ve done all the hard work, and have found a solution to our prospects’ problems do we shy away from asking them to go ahead? Why does this part cause stress for so many salespeople? I once witnessed a salesperson’s voice change so dramatically when he was about to attempt to close, that the prospect showed concern and asked if he was okay.
Genuinely relating with prospective customers and clients will be a difficulty when the focal point of the chat is on closing since prospects/clients have the sense that the sale is more important to typically the salesperson than they are. While buyers, we are better well-informed and informed than ever before and are also probably resistant to old income styles, so using robot methods of closing will only entice objections and an emotive divide between you and your potential client.
The prospect may think they desire what you have anyway and offer you the business just to get gone you. However: they may not have got what was inside for them and might then call up your office and cancel. It is not a foundation on which to develop future repeat business.
Typically the sales process does change depending on the type of product and its particular selling environment. For example throughout Direct Selling where you have a perfect meeting to gain the order, many of the final techniques developed have been educated in sales courses for years, with a strong emphasis on constructing emotional involvement followed by final which is done multiple times.
This is because the prospect, who isn’t certain, objects, the salesperson takes action and recloses and this period can be repeated many times. Shutting terms such as the T or even Benjamin Franklin Close, Alternative Close, Assumptive Close, and also Direct close are some of the more popular ones.
However, in Relationship or even Consultative Sales, the marketing cycle is longer and much more complex involving many people within the buying decision process. In these selling environments, the salesman needs to identify key issues that are causing concern.
These types of the can are high operating expenses or an opportunity that can provide the organization an advantage in their marketplace. Closing becomes easy once the right product or service is recommended; in many cases, the client will do the actual closing for you, asking you when you can get started.
So where from here you could ask?
The key to productive closing isn’t at the end of typically the sales process but from the outset. What does that mean? A range of various other core skills needs to be acquired and when these skills are used effectively closing will be a breeze. You will probably set up an environment where foreseeable future sales opportunities will be open to you.
So what on earth are these other core knowledge?
1) Know your all-natural sales style(s)
It’s remarkable how many salespeople are unaware of their very own predominant sales style(s) plus the impact it or they also have on every skill within the income process. , It’s possible to get 2 or 3 sales styles which will provide greater selling flexibility.
Without this knowledge, constructing rapport, developing trust along with creating an environment where the potential customer feels they like, believe in, and believe the salesman is akin to playing Ruskies Roulette.
The appropriate sales fashion will help to develop empathy, enabling you to understand the thoughts, feelings as well as motives of the prospect. They are going to feel central to the making decisions process because it’s as to what they want and need. It will also provide you with a pointer on how best to continue.
Not knowing your natural product sales style and how to style change to match the buyer will certainly severely limit your success in sales. Because you will only have the ability to consistently sell to potential customers and clients whose purchasing style matches you, numerous opportunities will continue to be missed.
For example, the way rapport is built by having a task-orientated prospect differs from a people-orientated potential customer. Whilst you will understand this, years of coaching salespeople indicate to me it’s an area it’s not grasped easily and requires schooling and practice.
2) Request the right questions and pay attention
Think of the 20/80 guideline when asking questions. You have to ask the right questions about 20% of the time encouraging the chance to speak for some other 80%. Remember, when your potential customer is talking, you are the one in control of the meeting.
They are going to give you valuable information enabling you to recommend the right product or service while allowing your prospect to feel relaxed. The reason for this is individuals relax when the other person positively listens and shares great eye contact. It indicates respect and genuine qualifications.
3) Recommend the right services or products
Structured sales language is needed to effectively communicate your recommendation. The structure enables the prospect to understand and allows these phones to make an informed decision quickly and this impacts positively the closing of the sale.
The design is Features, Transition Terms, and Benefits. In our practical experience salespeople generally do great work in highlighting the features of their product or service.
However, they then neglect in closing the business because so many features have been given, however, many of which are of not any interest to the prospect as well as those that are of interest, often the salesperson has failed to web page link them to a benefit or valuation for the prospect.
The features in addition to benefits are linked if you Transition Phrases such as “What that means is” or “The end result will be. ” The characteristics lie with your product or service, extravagance or value is the estimated outcome for the prospect Is it doesn’t tailor benefits, in other words, “what’s in it for them”, this generates the expression of interest that creates closing easy.
4) Nearby – the natural finish to a good meeting
The ending should feel natural to the prospect and you. Should you have applied your sales practice well you will attract expressions of great interest, or buying signals. For instance “If I give you the purchase now when could We expect delivery? ” or even “What are your conditions? ” The prospect is thinking about buying and you are near to a conclusion but not generally there just yet. A common mistake would be to give an answer and leave it at that. This is not closing.
Shutting is to ask a question your prospect can easily answer within the normal flow of the discussion. So in the first instance, the response could be “You can expect delivery on Fri. Would this be an appropriate day or do you need it urgently? ” This answers their question and provides an option when the time frame isn’t suitable. On the other hand, you could say “When might be a good day for you to get delivery? ”
Whatever time is given opens the discussion about negotiation and the prospect is completely involved and feels in charge of the proceedings.