Quick Pointers for Closing Any Sale
Part of the Selling For Dummies Cheat Sheet (UK Edition)
Most sales are lost because salespeople didn’t clearly ask for the business or asked at the wrong time. If your product or service has proven to be a truly good decision for your client, it’s your obligation to ask him to own it!
Develop your closing instinct with the help of the following guidelines:
When you feel the client warming up to the sale, say, ‘Mr Barnes, tell me, how are you feeling about all of this so far?’
Ask questions such as ‘That’s a really useful benefit to owning this, isn’t it?’ and ‘It will be great to be able to use that feature in the future, won’t it?’ These tie-down questions create a flow of mini yeses, which makes the big yes so much easier to get.
Be genuine. If you know in your heart your offering will benefit the client then allow your feelings to show. Nothing is wrong with enthusiasm and belief. Your feelings are key influencers; use them!
If the client says no, understand that no doesn’t mean no; it means, ‘no – based upon what you’ve told me so far. Give me another reason that I can accept and the no may become yes.’ Your task is to clarify which of the benefits of buying your offering are most appealing by asking, one at a time, ‘Would you like this benefit. . . ?’ Remember that the initial no might be nothing to do with you or your offering, so gently ask until you discover the real reason why your prospect is stalling.