Aug 27 2009
Closing Is All About Timing
Timing is everything when it comes to closing and there are a number of indicators that signpost when a close should be attempted.
Only close if the customer is ready!
That’s why an ability to read their buying signals correctly helps to determine this. With the trial closing technique, this becomes even easier.
The best part of closing, besides winning the business, is that each time you close you get the chance to broaden and deepen the relationship and move it towards a partnership.
Here is a simple process to follow that will make closing a natural next step:
1. Ask pre-closing questions regarding time-frames, decision-making process, payment procedures, and ongoing servicing requirements.
2. Use trial closing throughout the sales cycle and during each call.
3. Ensure that each customer call has ended with an actionable next step that moves discussions forward.
4. Before asking for the business, investigate whether the customer has any remaining questions or concerns.
5. Ask for the business in a confident way, maintain eye contact, and then remain silent. (Silence is a very powerful influencer because most people aren’t totally comfortable with long pauses and instinctively feel a need to fill them)
Examples of good closing questions:
“Well, (name) when would you like to do this?”
“When shall we begin?”
“Are you ready to go ahead?”
“Which option do you want?”
When closing, think success!
Visualise the customer saying “yes” and looking extremely satisfied. Visualisation will build your confidence because your unconscious mind feels like it’s already happened.
If a customer rejects your close, make a second effort after you have found out why the customer is saying no. Address their reasons, check they are satisfied with what you have said, and as appropriate, close again.
Regardless of the outcome always leave the door open and end the call with an agreed next step.
Today’s News: Over at Salesopedia, that man with a newly acquired “goatee” beard, Clayton Shold, is in conversation with Adrian Davis, and for any of you looking for tips to break into the C-Suite, this is a “must listen to” – that’s the Boardroom for us Europeans!
Selling to the C-Suite -Adrian Davis
“Adrian Davis shares his thoughts on the difference between selling to front line managers and selling to those in the c-suites. He explains what the CEO is looking for, who they are interested in meeting with and why. Adrian shares tips on how to get the appointment, what to say and what traps to avoid. As a bonus, Adrian provides a questioning methodology specifically designed for first meetings with c-level executives” Listen in HERE
I have just co-authored a book called Selling to the C-Suite that will be published by McGraw Hill and available on September 11, 2009. The book can be pre-ordered from any of the on-line book stores now.
In it, we reveal the secrets of selling to the C-suite from the executive’s perspective. The book is based on research we conducted with CXO-level executives around the world where we asked them about their relatonships with professional salespeople. Some of what they said might surprise you!
For example, executives do not shy away from presentations from professional salespeople as long as salespeople listen before proposing a solution. Executives want to hear solutions to their problems – but only when offered from a perspective of knowledge about their industry, as well as their company.
In the book we also discuss the importance of determining the relevant executive for each sales opportunity. This is probably the most important concept revealed in the book – and it is also the core concept of my workshop on selling to executives.
For more information about the book, go to the Home Page on http://www.sellxl.com
Steve Bistritz
Steve,
We usually charge for advertising space, but I let this one through.
If you send me a signed copy (so that I can sell it on E-bay, if I ever become destitute) I’ll happily review it for you.
JF