How to Succeed in Sales – Part 6– Closing (Apr 7, 2017)
We are now at the final section of our process. Remember, the process is the glue, which makes each and every sale consistent and more likely to close. You can modify as you see fit, but above all you need to follow the same process for each sale. This will optimize your efficiency and make you more productive. This is not only for yourself, but also for the organizations that you work with, which may be one in the same.
Ok, if you have done all the previous steps well, this will be the easiest section to accomplish. If you haven’t figured it out yet, this whole process is to solve a business or professional problem for the prospect. As such he will move towards the close as gravity moves a rock downhill. Not much effort will involved. If it is harder than that, then something was dropped and you should go back and pick it up. Go back revisit, take a couple steps back and come to this point once again.
Here are a couple helps:
Identify any objection – How | ASK |
Focus on the objection – Define it down to a specific couple of things to work on
Trial Close – “If I clear these objections, can we move ahead?”
Testing – “Are we good”
A Quick Review:
Discovery – Finding the Prospect
Relationship – Build one with the Prospect
Listening – Find out what the problem is and begin to define a solution
Packaging it Up – Build a proposal which solves the prospects issue
Close – Firm everything up in order to get the PO
This is your process to use.
Good Luck and I hope to hear from you soon. More opportunities for learning are coming – See the Prologue