How to Make Closing Easier
How to Make Closing Easier
by Mark S.A. Smith, Outsource Channel Executives, Inc.
When it comes to making a purchase decision, often, it's easer for the prospect to do nothing, than to do something. Top sales professionals know that the trick to closing big sales is by making it easier for your prospect to do something rather than nothing. For example: make it easier for the prospect to see you than not see you. Make it easier for them to enjoy your demo than not see your demo. Make it easier to buy from you than to not buy from you. Make it easier every step of the way. When you do this, you're actually closing the prospect every step of the way. You're getting them to take action at every step.
Take the Order
You know that your success depends on closing skills. Yet most sales people think that closing is "asking for the order." Top sales professionals know that they've done their closing job right when the prospect "asks them to TAKE the order." To get this to happen, close your prospects at every step.
Always Be Closing
Close to the initial meeting "What problem are you trying to solve?" "What solutions are you considering?" "I can help!"
Close to the situation analysis "What factors have you considered as you've made your initial evaluation?" "What could I do to make your job easier?" "Are you working against a deadline?"
Close to the demonstration "What would you need to see to make you feel comfortable with this solution?" "What would you most like to see in a demonstration?" "What would be the most important thing that you could discover in a demonstration?"
Close to the committee evaluation "What process does your committee use to approve a proposal like this one?" "What do we need to do to get the approval process started?" "What does your committee need to say 'yes' to this proposal?"
Close to the order "When do you want to take delivery?" "When do you want to get started using this?" "What's the next step?"
Outsource Channel Executives, Inc., © 2004-2007 Mark S.A. Smith. All rights reserved. Reuse encouraged and permission granted when including this copyright notice and contact information. www.OCEinc.com. "Building Strong Channels" and "Building Strong Sales" are trademarks of Outsource Channel Executives, Inc.
Mark founded Outsource Channel Executives Inc. (OCE, Inc) in 2003 to serve clients who were looking for ways to successfully take their products and services to market. After 22 years of working in and with high-tech sales and marketing channels, Mark identified that channel success depended on building value, driving demand, forming a powerful network, and protecting profits. A recognized business expert, Mark co-authored Guerrilla Negotiating, Guerrilla TeleSelling, and Guerrilla Trade Show Selling.
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