Creating your top-3 closing techniques, as well as a list of common objections and your responses to those objections.
Closing the sale is usually not difficult if everything is handled properly throughout the presentation. Effective closing methods do not pressure the prospect, instead should focus on their dominant buying motives. When large, complex sales are involved, try to achieve incremental commitments. Display a high degree of confidence and avoid surprises at the close. Don’t give up after asking for the sale once. Try asking two or three times. Recognize verbal and nonverbal clues such as positive statements they make or nodding in agreement.
So what are some specific methods of closing the sale? You could ask them what they would like to do now. Or tell them all they need to get started right now is a deposit. If you’ve earned their respect, begin writing up the order or ask to which address to send the invoice. To help prevent buyer’s remorse be sure to reassure the customer that they’ve made the right decision. Remember to ask for referrals and follow-up with a thank you letter.
What to do when the prospect says “no”? It might help to understand that “no” really means “not yet”. And they’re not saying “no” to you, they’re saying “no” to the opportunity. A confused mind always says “no” so perhaps you haven’t clarified the information to help them say “yes”. Common objections include: it’s too expensive, it takes too long, I’m too busy, it costs too much, it won’t work for me, I can wait, it’s going to be hard. Clarify their objection, ask if it’s a deal-breaker, respond to it using proof devices, then ask for the sale again. At the same time, learn to recognize hopeless selling situations and avoid saying anything that will jeopardize the relationship in the future.
List the common objections people have given you in the past and create a short rationale for why each objection is not valid. Practice saying them out loud so you’ll feel confident when prospects raise objections. Make sure your marketing materials include your rationales to begin with. Role-playing is the best way to experience the feelings that accompany closing and responding to objections, so be sure to practice with a colleague or alone with a video recorder.
Creating your top-3 closing techniques, as well as a list of common objections and your responses to those objections could accelerate the conclusion of the selling process and the beginning of the partnership.
- Tom Abbott is the author of 'The SOHO Solution' and 'Social Selling' and the creator of the online sales training platform SOCO Academy. Sales leaders engage Tom for his proven solutions to building high performance sales teams that exceed targets and for motivational keynotes that energise their audiences.
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