While physically located at the back of this workbook, closing is NOT something you do at the end.
Rather, closing a sale is the natural conclusion after properly executing the strategies, processes, and actions outlined in this workbook.
So, let’s summarize what are the keys to closing a sale:
- Establish Trust: If you have read through this workbook, you are probably tired of this topic by now. Until you have established trust with your customer (at all 3 levels), your odds of closing the sale greatly diminish.The actions and strategies of closing a sale actually started way back at your introductory discussion with your customer.
- Don’t Slow Down: Too often sales reps work tirelessly to maintain control of the sales process, but once quoted they sit back and wait for the order or the customer to get back to them. Remember: this is your sale. If you have maintained control up to this point you need to see this all the way through.
- Confirm the Steps to Closing the Sale: The best way to know what is needed to win their business is to ask. If they have been engaged with you to this point, they obviously need what you offer and realize there is value in the relationship. Ask them what the next steps are including: timeline, hurdles, decision-making process, etc.
- Trial Close: This is a process of asking questions that assume the sale. Such as:
- What is standing in the way of us doing business?
- Assuming we agreed to move forward, what is your ideal timeline?
- What is your overall impression of the solution?
- Ask for the Sale: This sounds silly but it’s true. If you have worked hard to establish good rapport, assess their needs and develop a solution, you have earned the right to ask for the sale. How do you do that? Easy, use the Permission Approach module to let them know ahead of time when you plan to ask them for their business.
- Clarify the Cost of Doing Nothing: Especially in tough economic times, you may need to focus on the cost of Doing Nothing. Tell them what they stand to gain from your solution, but also focus on what they stand to lose by doing nothing.
- Relax: By the time you have reached the point of quoting, you should know where you stand. If you don’t, please see There is More to Quoting than Just the Quote module. If you have built a trusting relationship, maintained control of the sales process, and provided them with a solution that matches their needs, the sale should be inevitable. Remember, they want something from you too.