First things first.
Closing the sale should be easy!
You should have the client telling you what they want by the time you are finished with your sales presentation. I’m a firm believer in this principle…you will not persuade me otherwise.
You must listen. You must ask. You must present in such a way as to make your client “see the light“.
O.k., I back tracked on this post. I just finished reading Spin Selling by Neil Rackham. You’ll find that post in more recent postings. Don’t get confused, just read on…
You start with the end in mind. See my post called Sales Magic Trick.
Then you proceed to ask Situation Questions. Find out where you client is towards this end.
Continue by asking Problem Questions. Based on their situation, what problems could your product or service solve? Don’t solve them yet…just read on.
Next ask Implication Questions. It’s not easy, but build up that problem they just told you about. Make them see it in terms they can relate to. Lost productivity, high turn over, complacency, whatever.
Finally, Need-payoff Questions. Well, I see that your problem is big. Would this help solve it? How so? Is that worth doing? How else is this solution beneficial. Build up the solution you have to offer instead of the problem they have. Get them to tell you why your product or service is so great.
This is my take on the subject. I believe it to be true. If you think you need more info on hard Closing techniques…
Changingminds.org has a great section on this subject. It’s very practical and useful. Quite frankly, I think it is all inclusive.
Powerhomebiz.com has a good article on how to handle objections when asking for the sale.
Evidentially, Brian Tracy is an expert on Closing the Sale.
Until next time…
a Student of Sales