Keys to Closing the Sale...important Elements That Make It Happen
Description:
In order to get a clearer picture of whether or not a close in about to happen, salespeople must understand that the prospect's or client's process is part of the procedure. While closes come in many forms, including getting a "yes" or a "no," knowing a client's or a prospect's budget and the person who ultimately decides whether or not it gets spent on your product or service is essential to getting a sale and shortening the sales cycle.
Content:
All sales meeting fall into two categories, a one call close or a more than one call close.
Closing can be in steps. You can close by agreeing to go to the next step, or you can close the first time and leave with the sale.
Either way there are certain key elements that go into closing.
Knowing a client or a prospect's budget and the person who ultimately decides whether or not it gets spent on your product or service is essential to getting a sale.
Whenever possible, one of the best ways to speed up a final closing is to ask your prospect what budget has been set aside for your product or service. It does you absolutely no good to go through all the other steps in your sales process simply to find out that their budget is only twenty-five percent of what your product or service sells for. When the disparity is that great, it may be best to say goodbye and move on. However, if the prospect's distress/need level is so high that the gap can be closed, then you know that you have a real opportunity to close a sale.
In a non-complex sale, it's best to find out your prospect's budget before the meeting. Once you have that information you can decide whether or not to continue with the process. If the party doesn't know their budget, initially tell them that will one of the questions on your meeting agenda, and if they could have a figure or a range before the meeting you would appreciate it.
The next item of business is to make sure that you discuss who will be making the final decision. If it's the party who will be attending the meeting, then you're ok. If not you'll want to find out who the real decision-maker is and request that person also attend the meeting.
Making sure that the decision-maker attends as soon as possible will shorten the selling cycle, or save you time by ending the cycle.
In the case of a complex sale, your best tactic is to agree that if, after the initial meeting, the decision is to move forward, the key decision-maker will attend the next meeting.
In the case of multi-level sales (i.e. residential and some commercial real estate), the initial close may be getting the mortgage or credit application.
The sooner you get the decision-maker involved, the closer you are to moving the process along.
In all meetings you want to remember to ask the pertinent questions and then LISTEN to the information. As you bring prospects and clients into their distress zone, they will be revealing the emotions that you need to address. The distress zone is also the place (and time) that their budget becomes bigger and desires become greater.
Remember, regardless of whether you close the sale after the first meeting or the tenth meeting, you must make an agreement to service this client so that they become a "salesperson" for you.
Sell to close the deal and sell to close another seller!
Dan Goldberg, MBA, is President of Dan Goldberg Consulting L.L.C. a training, coaching and business development firm located in the Philadelphia, PA area. He is the founder and former owner of "For Eyes" the highly successful international optical company and an internationally recognized keynote speaker. Dan is the author of the book "Stand Back A Second, Just don't fall off the edge," and of "The Six Steps To Solid Sales Success" and "The Seven Elements Of Successful Management" programs. He is Executive-In-Residence at Kutztown University and has been the subject of stories in Newsweek, Business Week, Playboy, Successful Business, Investor's Business Daily, major newspapers in New York, Philadelphia, Washington, D.C., Boston, Baltimore, Miami, San Francisco, Oakland, St. Louis, Chicago, Los Angeles and many other national and local publications. In addition, Dan has appeared on Good Morning America and other national and local television and radio programs. You can contact him at dg@dangoldberg.com, visit his website at http://www.dangoldberg.com or reach him at (215) 233-5352
Author: Dan Goldberg
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