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Weekly Business Development Tip
The Secret To Closing The Sale
What are the tricks to closing the sale? What do you have to do to be better at closing the sale? Be better at asking for the sale. Be better at controlling the sales meeting. Be better at developing a strong relationship with your prospects. The closing should be a non event. The closing should be a natural conclusion to a well defined sales process.
If you are focused on closing and asking really weak closing questions like: (When do you want delivery, Tuesday or Thursday?, Do you think product A or Product B would work best for you?, Do you want your new kitchen design to have oak or painted cabinets?, When to you want to move into the new house?), it might be time for you to rethink your entire sales process.
Nobody wants to be closed; they want to make their own buying decisions. Your job as a sales person is to ask powerful questions, ask tough questions, ask lots of questions so that you become credible, trustworthy and a person who is perceived to be someone who will deliver. Your job is to listen.
Your prospects do not buy for your reasons. They buy for their reasons. They buy because they want to change and or improve something in their lives. Typically, there is one reason that will motivate your prospects to do business with you as compared to the competition. Do you know what that reason is each and every time you are in front of a prospective client? Do you wonder about what will motivate them to go forward? Are you speculating about what that reason is?
If you want a very specific answer to what you have to do to close the sale, if you want to know what is going to cause them to move forward, why not try a different approach. Instead of trying to execute a sales 101 closing tactic, simply ASK your prospect the following question: “What is the one reason that will cause you to do business with me or not do business with me?” It’s direct and to the point.
The secret to closing the sale: ASK!
Ken Levine
Impact Business Solutions, Inc.
508-845-8849
SELL MORE BY SELLING LESS
www.impactbussolutions.com
Call toll free: 877-845-8849
