By Michael Lee, Managing Coach, PointOne 12/5/18
One of the most common short comings found in sales people is the inability to close deals. In fact, I have received more inquires regarding closing abilities than prospecting and presenting combined. If you are selling the best product or service on the market, with the best service in your industry (if you’re not now, go work for them), then you owe it to your prospect to earn their business so they don’t get ripped off somewhere else.
It is common for sales people to get nervous when the time comes to close a deal. They build rapport, deliver a compelling presentation, and freeze up at the thought of asking the customer to buy. They perceive hesitation from the prospect as a “no” before they even ask. More often that not, when a customer has made the internal decision to buy, they will still wait for a call to action. If a sales person does not ask to move forward, they will likely not have a deal.
Asking for the sale –
There are dozens of ways to ask for a sale and some are over complicated. I will cover my favorite ways to close a deal in a future article. It does not take tricks or gimmicks to get to “yes”. It can be as simple as asking, “are you ready to move forward with this”. While there are many ways to accomplish this task, it is critical to find what works for you. One closing question may not be as powerful from one person as it is coming from someone else. Switch it up and find out what works best for you.
It’s Your responsibility –
If you truly believe that your company offers a superior experience, you owe it to your clients to earn their business. I have seen countless instances or real estate agents, graphic designers, contractors, and other businesses lose a deal to someone less experienced than them because they simply failed to close the deal. This is not the time to be thinking about the commission you might earn, but rather on creating a win-win deal. As Stephen Covey wrote in The 7 Habits of Highly Effective People, “If its not win-win, then nobody wins”.
To succeed in sales, you must be able to effectively ask for the sale. Some salespeople give great presentations and show value in what they are selling but lack the confidence to close so they rely on hope that the client will want to move forward without any initiation. Closers are the only ones who have predictable income because they rely on their skills and confidence to close sales and not just hope.
About the author:
Michael is a sales trainer and coach as well as a public speaker. He works with salespeople of all types to coach them to success. He has personally closed millions of dollars of sales throughout various industries using the exact methods he teaches his clients. Growing up in a military household, he has been able to travel the world and has lived in nearly every region in the United States. Today he is passionate about spending time with his wife and daughter and enjoying the outdoors as much as possible. Email him with your questions or comments at [email protected][/vc_column_text][stm_post_comments][/vc_column][vc_column width=”1/3″][vc_column_text][contact-form-7 id=”15″][vc_raw_html]JTNDYnIlM0U=[/vc_raw_html][contact-form-7 id=”90″][/vc_column_text][/vc_column][/vc_row][vc_row][vc_column width=”1/3″][vc_column_text][contact-form-7 id=”15″][vc_raw_html]JTNDYnIlM0U=[/vc_raw_html][contact-form-7 id=”90″][/vc_column_text][/vc_column][/vc_row]