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Closing the Sale
When you are making a sales call, you have established groundwork
already in the previous steps by gathering information regarding
the prospect. This has helped you to build the walls of your call
by providing the foundation to your sales call “house”. The
closing of the sale is like a roof. If you don't close the sale,
another salesman will surely do it for you. The key is to never
give up. Remain persistent. Do not accept no as an answer.
Take Stock of Your Sales Techniques
Review all of your strengths and weaknesses at this point. Try to
establish a plan to improve yourself and your techniques. This
will help you close the sale all the quicker. Often, you will find
that reflecting on your sales plan immediately after you close a
sale, you will be able to ascertain where you were strong, and
where you were weak in your presentation. Gaining an understanding
of yourself will also afford you the luxury of asking for
referrals and future sales leads from prospects as you close the
sale.
How to Decide to Close the Sale
As you make your proposal, watch for tell-tale signs and
indicators that the prospect may be ready to buy. Periodically,
make a suggestion to fulfill an order or ask for a commitment.
Don't be pushy in your suggestions, but rather slip it into the
conversation.
There may come a time fifteen minutes into the sale that you feel
the prospect giving in and ready to order. It may take hours.
Whatever the time, remember to never overstay your time.
Closing Phrases
Be sure to “cue” up the prospect with distinct, clear, messages of
finality when closing a sale. Remember to keep things positive,
never use the word “sign”, and to keep it simple. “May I get your
signature on this order?” is agreeable to most prospects, and even
better might be, “Would you approve this order?”.
Effective Sales Closing
Take the time once the order is agreed to, to gain an
understanding with the prospect. Are all of the details in order?
Have you explained to them the terms of the proposal? Are you sure
that they have agreed to the order? Many of these minor details go
unnoticed until you have essentially “pitched” your way out of a
sale, or even worse, the prospect cancels an order right in front
of you.
Take the time to thank them graciously, and wholeheartedly. This
will reflect on your future dealings with them, and you will be
able to call on them again in the future. Most importantly,
remember to smile while you do it. Convey a message of honesty,
trust, and belief in your product or service.
When you finish everything and have left the building, think back
on your performance, and make any mental notes on how to gain some
better awareness of your efforts to close the sale. Be prepared to
withstand an onslaught of questions if you fail to close the sale.
Your most important time to reflect on this is immediately upon
leaving the building. Don't wait until tomorrow. Tomorrow may
never come.
Source:
http://www.topcommission.com |
