A popular myth exists - which is that there are certain techniques that may be used to close a sale, any sale. What this concept overlooks is the importance of the entire selling spectrum. Under this concept, to which I subscribe, if there is a legitimate need for the product/service being sold and if the selling process is conducted effectively then the close should be there for the asking. To start with the proper decision-maker must be identified. You will never close a sale if you are selling to a person who lacks the authority to make the ultimate decision. Enthusiasm is an important selling ingredient. This characteristic is often an outgrowth of the seller's belief in their product or service A key element in the early stages of the selling process is the establishment of trust. If the prospect is a current or former customer then an adequate level of trust should already have been established, providing, of course, that the customer has been properly served in the past. Another key element is prospects needs. These needs can best be determined by asking the prospect a series of pertinent questions, then listening very intently to his/her responses. Next the features of your product or service should be presented in response to these specific needs. Be careful not to promote features of your product or service that do not match the needs of the prospect. Doing so often confuses the prospect and may produce a feeling that your offering is not designed just for his/her needs. If you truly believe that you would buy your product or service were you wearing the prospect's shoes and if you have gone through the above steps then you are ready for the close. To confirm that the prospect is ready to buy you may want to ask if there are any concerns that the prospect has unanswered. If so get them out on the table and answer them individually, A commonly expressed concern is that it costs too much. This is often a hollow objection, but it can mean that you have not convinced the buyer of the value of your product/service. You
may be ready to ask for the order and, typically, you must ask. A trial close
is often used to determine the readiness of the prospect to close. For example,
"Do you need it immediately or is our standard shipping time of two weeks
satisfactory?" For assistance with your closing sales techniques, contact: Brooks Fenno, CMC at SALESMARK Phone: (617) 536-0197 Contact me to discuss your problems, challenges, and needs. Literature available for established companies in Northeast include:
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