Sales is Closing. Closing is getting a decision.
It’s a yes or no moment!
How would you like to pay? Do you like the color?
Without knowing how to close a sale, you’ll make a career change, I guarantee it!
Know this: All people make decisions and all people ask other people to make decisions.
What is Closing?
Closing skills are continually being exercised in your life every day, by you and on you.
Can you pick up the groceries? Yes? No?
Think about that!
Closing is asking for a decision. What’s so difficult about it?
Question: Would you like to pay by credit card or debit?
Answer: Oh. Let me think about it.
Is that a decision? No it is not, and your work is not finished.
Closing is getting the decision! Successful closing is getting the yes decision. And if it’s no, you need to clearly know why! You need to identify the real objection to your earlier closing question! Will it be mastercard or visa?
Question: What do you have to think about?
Yesterday I received this email:
I have just started selling cell phone contracts over the phone. I can’t seem to continue aft they say no, I’m not interested, I have a contract already. I jusr say ok thank yu. And also once I have explained the benefits of the contract I don’t know whether I shud ask, Do u wanna take the offer? Or what
Please help, I need to master this.
Ask for the Sale
You should always ask for the sale – short, sweet and to the point.
Once you have explained the benefits of the contract, your question should be – Can I sign you up? Do not speak until the person answers.
How you close a sale, will depend on incorporating many other closing moments.
As you engage with your prospective customer, as a good salesperson, you will get decisions on every aspect of the product or service.
Understanding what is necessary for the customer to buy is critical.
How do you find out what it will take for the prospect to buy if you don’t ask? Be direct! If they say no, ask why? Find out the reason? Is there anything you can do to neutralize their concern?
Success here comes down to how well you handle objections.
You must have reasons for a customer to make a purchase or they won’t. There must be unique features and benefits to your product or service. It’s your job to highlight them and find out if they are important to the prospect.
How To Close A Sale
Always be closing… on something. Get decisions throughout your sales presentations.
The art of closing is knowing the questions to ask, when to ask and how to ask.
The science of closing is the knowledge that you must ask questions!
You have to close on every incremental item that a customer must agree-to if they are going to buy.
If you don’t ask the prospect to own it, why on earth will they buy?
Be proactive, ask them how you can get them to buy!
The prospect will always tell you.