Are you comfortable with your sales closing?
Recently I created a new special for my initial consultation with clients and had a couple people take me up on the special. When I got into my sale pitch, at the end of the special deal, I found myself feeling uncomfortable and I stumbled on it. Normally I wouldn’t stumble on my sales closing, but I realized the reason I did was because I was doing something different than what I normally did with my sales pitch. That realization helped me work on the closing, in relationship to the special I am offering.
What I decided to do was look at the interaction and discover what was different and then look at what question I could ask that could lead into the sales closing. In sales, questions the prospect asks are important, but so are the questions you ask and being prepared with the right question can help you move into the sales closing in a way that feels natural, instead of feeling forced. If you feel like your close is forced, the prospect will sense it and be less willing to consider your sales proposal, but if it feels natural then the prospect will feel comfortable. You’ll know it feels natural when the flow of conversation moves in a way that supports you bringing up the sales closing.
Even if you don’t close the sale then and there, don’t give up. I always ask my prospects if I can check in with them t a specific time. By getting their permission to check in with them, I am receiving an indication that they are interested, just not right now. I always follow up a prospect meeting with a hand written thank you card. It’s a great way to make an impression, especially if its one you’ve actually written. If nothing else, people will remember you because you took the time to write something to them, expressing your appreciation of their time.
Another way to make yourself comfortable with your sales closing, is to come up with a cheat sheet of questions you need to ask people. You can then check that cheat sheet as you are engaged in conversation with your prospect. The reason such a cheat sheet is useful is that it reminds you of the question you need to ask. You won’t necessarily have those questions memorized, especially if you are just starting out in your business. The cheat sheet can keep you on topic and help you feel more confident because you know you are asking questions that will help your prospect and yourself understand their problem and the benefit of your services.
Finally, its also important to be comfortable with hearing no. Chances are you will hear no a fair amount and its because the person isn’t sure about the benefit of your service. Use no as an opportunity to learn more about the situation. Ask questions from your cheat sheet and show the person you are interested in him/her and his/her problem, as opposed to his/her pocketbook. Remember that your sales closing is part of how you build a relationship with your prospect, and as such it should leave them feeling empowered and happy that they’ve met you.
What are some tips you’d include for sales closings?
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