Close that Sale!!!

It’s a well known fact that many sales people hate to ask for the order.  Many fear the rejection, and the feeling of what to do if the prospect says, “No!”. So, what options are open to you? 

Well you can try closing the sale one step at a time.  In other words, by covering all the points, and getting the customer to agree with you, you invariably get to the point where the prospect closes themselves. Then the only natural progression is to complete the paperwork.  

If you believe a prospect may be ready to buy, start asking them about implementing your product or service.  For example……

Sales person: “Mr Harrison, as I understand it, your busy period is usually around October and November, so if you were to go ahead and install this new software, when would you need to have it up and running by?”

Prospect: “Well, the best time would probably be end of July, or the beginning of August.  We tend to have a short lull at summer holiday time.”

Sales person: “How many staff in the company would use our software besides yourself?

Prospect: “The main users would be our accounts administrator, plus five in customer service.”

Sales person: “Well, the software is easy to learn and we’ve found that most people are up to speed in just under 7-10 days. So just to make sure you’re all up to speed before your busiest period, we normally advise 15 days to be on the safe side. So, taking that time factor into account, to ensure your staff are comfortable with the system, we’d need to have your data by the middle of July at the latest to ensure you will be ready on time.  So how does that fit in with your calendar?”

Prospect: “It seems OK at the moment.”

Sales person: “Fine, what would you like to see happen next?”

Prospect: “I don’t know…… do you need some kind of order form filling out?

By closing in this way, you’ve helped your prospect schedule a planned line of action.

If your prospect says it doesn’t fit in with their timescale, then the prospect isn’t ready to buy, just yet!  You may have to re-qualify any areas for concern, in order to proceed further.

Sometimes, prospects don’t like to say ‘yes’ because they hate the idea of giving the sales person the satisfaction that they’ve closed a sale.  If you’re faced with this type of prospect, let the prospect close themselves by giving them a choice.

Perhaps your prospect could choose by colour, finish, model or simply ask them which they prefer.  When they’ve made the choice, ask them whether they’d prefer to pay by cash, cheque or credit card?

The key to closing the sale, is to get to know your prospect.  It’s fair to say that one particular close, may not work with all your prospects, all of the time.  By matching your selling skills to your prospect, you’ll be more likely to win, than lose.

Glenn Harrison

Author/Coach/Trainer/Motivational Speaker
Certified Acredited Behavioural Analyst

Glenn Harrison is available as a world-wide, international motivational speaker to give an hilarious, listen, laugh and learn, educational speech on Body Language.

We train all over the world; at no additional cost other than economy travel and overnight expenses.