Sales Closing and Powerful Sales Closing Tips
You are about to find some of the most powerful sales closing material. Be ready to see the courage it will take to do powerful sales closing!
I have always used a take away to check for value through commitment. This would also be a good check close. This take away should only be used once you have built considerable value in the service or product that you are selling. If you use this too early (before you have sold your client on your products or services) they will be apt to tell you “that’s ok” they don’t really know if your product or service was something that they wanted anyway.
In the sales process you must get the customer emotionally connected to your product or service. It is at the point that you believe that you have given significant value that you should use a summary close whereby you write every benefit or feature of the product or services you are offering your customer, to help your customer visualize all the value. Hearing often contributes less to building value than does visual representations. At a car dealership you will notice that the sticker identifies many features of that particular car. You can motivate a customer by showing them lots of features and benefits, even if it includes rack and pinion steering! Let’s do a summary list exercise:
The summary close is a powerful sales closing tool. Write down your product on a piece of paper. Next write down every benefit of the product or service you are offering. Even though in a marriage, let your customer know that not only are they getting x,y, and z, they are also getting you and your service (be sure that you have developed a great rapport with your customer before trying this.) If you try this with someone who you did not build a relationship with you might be disappointed with your customer’s response. Every professional sales person should use the summary close or similar close with every customer they work with.
I move further into the close by checking my customer’s pulse. “I won’t sign you up for my service unless you are 100% committed to the growth and development of your company and a relationship with my company, John, are you 100% committed to the growth of your company and the relationship with my company?” When your customer responds positively, you know that you have generated ample value and your customer is ready for lock down. If your customer has any hesitation you need to follow-up with the questions; “John is this the right product? Can you afford the product? Am I the type of person you would like to do business with?” When asking each question be sure to pause in between each question and listen for their response. By asking these questions you will be able to quickly and efficiently flush any objection your customer has. The faster you flush the faster you solve your customer’s problem.
I was overseeing a roll-play training session with my sales staff and noticed that some of my sales staff were not flushing objections immediately nor properly. I saw one of my sales people assume the customer’s objection when the customer made a general statement “It’s too much”. The sales person automatically assumed that the customer meant too much product. So without flushing what too much meant, he went into building added value in how the service would benefit the customer. I had to call a time-out in the roll-playing event. If you do not learn to ask ample questions in determining what your customer means by such a statement, you will spend more time trying to assume their problem and less time using logic to close.
I continued, as the roll-playing sales person with the customer, to show all the sales group how to flush such an objection. I know that when someone says it’s too much, I cannot just assume that I understand the customer’s objection or complaint. Always remember to ask “what is too much John? The product, or the price? Or am I just too much for you to handle?” Smile, everyone needs to relax a little (especially your customer), enjoy working with your customers, enjoy solving their problems. If you don’t enjoy helping solve your customer’s problems, they will know it and they will not buy from you.
Check your customer’s desire to own the products or services you are offering, if they object, flush out the problem and return to the close. Enjoy the process and make sure that you finish all cycles possible today.
To your many success,
A leader is one who knows the way, goes the way, and shows the way.
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