Ask this to make Closing a hell of a lot easier!

[Mr Q]

You know what the problem with closing is??.......Closing.

I'm not here to make a long tailwinded post, I just wanted to give you all this question model that when you use it will increase your closing. Period. Gauranteed.

I'm assumeing that once found out your clients/customers need or problem and explained your service or product As a SOLUTION TO THEIR NEED OR PROBLEM say this:

Ok Bob, now that I've got a great understanding of what you are looking for, is there anything that I've missed or you would like to know more information about?

No all good proceed to next statement

Yes.... listen to what they say and answer any questions they have then repeat Qustion 1

Great, can you see yourself/business using our service/product to help you with what you are looking for? (obiously you want to be more specific here)

No Ok, can I ask you why? (deal with it and then go back to Question 1)

Yes

Fantastic, well let me show you how we can take care of things and get that problem or need fixed (never ever say PAY no one ever wants to pay for anything, but people do like to take care of things!!!)

These simple questions simply give you the Permission to ask them for the sale and will decrease the probability of getting an objection by up to 60%!!

all you have to do now is presents prices and ask them "How would you like to ..........................PPPP no no no!!!..... Take care of things?"

[Adam Randall]

Have memorised it and am on my way to an appointment, will let you know if it works out.

[King]

Yes this is a good, time proven "solutions based" approach.

Like people love to buy, but they hate being sold....

[Adam Randall]

Ah didnt get far enough.

Its a school and a rather large one so they are going a little more in depth with tenders and what not.

I have 4 appointments tommorow, one is all but guaranteed as long as I do not start chanting on his desk, three I will have to work on and will give it a go then.

[Mr Q]

Originally Posted by Adam Randall

Ah didnt get far enough.

Its a school and a rather large one so they are going a little more in depth with tenders and what not.

I have 4 appointments tommorow, one is all but guaranteed as long as I do not start chanting on his desk, three I will have to work on and will give it a go then.

I look forward to hearing how if goes!! I'm impressed that you have already memorized it!! That is the key to a very successful sales professional.....repitition and practice!! if only businesses started thinking like sporting teams or professional athletes how much progress they would have!!

[FS Concierge]

Hey there Adam,

That's a big day! Hope you manage to restrain yourself from chanting ;-)

We'll look forward to hearing about your success later in the week!

Good luck
Jayne

[Lucki]

hi Luke,

Great advice. I have often heard that people forget the closing and miss big opportunities. Like Adam I will have to memorize it and USE it! Also true many businesses are just interested in selling and not listening to what the customer actually wants.

Thanks for the tip.

Cheers
Lucki

[LeelaCosgrove]

Not bad - I'd tweak a bit:

"Great, can you see yourself/business using our service/product to help you with what you are looking for? (obiously you want to be more specific here)"

Instead I'd do a proper trial close.

"Great, so Mr X if I can show you how our service / product will fulfill your stated need - is that something you'd be interested in doing?"

Yes - ask for the order.

No -

"Okay, so what would be holding you back at this point?"

Mr X tells you it's the money.

"Great Mr X - so if I could show you a way that we could make this fit within your current budget but also turn it into a profit centre - is that something you'd be interested in doing?"

Yes - ask for the order

No - now you know money isn't the real objection. Keep playing this game over and over again until you get to the REAL reason they're not buying - and remember:

It's NEVER money.

If people don't have the cashflow but they REALLY want your product or service, they'll ask for a payment plan.

"It's too expensive" - really means "I don't see the value". Which means you need to go back and build that value.

Here's the thing about closing - people get all hung up on it, but closing is actually dead easy.

Because the sale is made LONG before you ask for the credit card.

The close starts from the second you begin talking to someone - it's all about developing rapport, establishing their needs, showing them how your product fulfills that need, establishing the value of the product and then getting payment details.

That's all there is to it.

[Chris Bates]

Leela do you want to do my cold calling for me?

I'll pay you in foot massages!

[LeelaCosgrove]

*Grins*

My days of cold calling are over buddy! I did my hard yards - now I have a system, a script and a sales team! Yay!

But I still sell from the stage ... which is just as hard in its own way ... rejection on the phone is one thing - but when you spend all day presenting for a room of 50 people and they all walk out in front of you and don't buy ... that hurts!