Closing is the part of the sales process where lots of salespeople feel awkward. “Is this the right time?” “What if they say no?” “Is it too soon?”
That thinking doesn’t help you or the buyer, who is looking for an outcome: a problem solved or a situation improved. Often the last bit of help they need is a prompt to take action.
Reframe it
Closing isn’t the scary last step where you have to get a big “YES!” It’s the first exciting step of working together. If you’ve got this far, you’ve already come to some agreement, or the conversation wouldn’t have continued.
The formula
Positive statement + compelling action = agreement
For example:
“Great, so now that we’ve covered everything, we just need to organise a Purchase Order and I can arrange delivery for you!”
“Excellent! You’ll receive the quote in the next 20 minutes. All I need then is an email confirmation and we can arrange the booking. Can you do that by 1pm? If so, I can guarantee your free next-day delivery.”
Make the action reflect the buyer’s own motives, and keep it upbeat.
Give two (or three) choices
To increase the likelihood of a decision, offer two options. If your solution is more complex, offer three. Any more than that and you risk indecision.
Want your team doing this every day?
Reading a tip is easy. Making it a habit across a whole team is where training comes in.
Talk to Martyn