You must be positive, enthusiastic, and eager to close the sale. Emotions are contagious. When it is clear that you are intensely desire to make this sale, your desire will have a positive effect on the behavior of your prospect.
The prospect's requirements must be clear to you. As a result of asking questions and listening you should know exactly what this prospect needs and wants from your product.
The prospect must fully understand your offer and the value of your product to them. They must be absolutely clear about what your product does to change or improve their life or work.
The prospect must believe and trust you. There must be a high degree of rapport and relationship. In addition, your prospect must have faith in your company and believe that they will deliver on their promises.
The prospect must desire to enjoy the advantages and benefits of your offer. They must want what you are selling. There is no point in trying to close a sale when the prospect is not intensely interested in the benefits from your product.
The product must be suited to the customer, ideal for their needs, capacity to pay, and circumstances. It must be clear to your prospect that this product is the right choice for them at this time.
Only when you have fulfilled these 6 requirements can you move confidently into closing the sale. If any of them have not been achieved, the prospect will refuse to buy.
Avoid high pressure- There are 4 things you must be sure of before you ask the close question:
1 The prospect must want it
2 The prospect must need it
3 The prospect must be able to afford it
4 The prospect must be able to use it and get full value out of your product
If you ask for the order or the sale before these 4 requirements have been determined you are sure to kill the sale.
Use Of Silence After A Closing Question
The only pressure that you are allowed to use as a sales professional is the pressure of silence that takes place after the closing question.
After you ask the closing question, you must then be completely quiet. Don't say a word. Allow the silence to build up if necessary, but remember "whoever speaks first loses"
By remaining quiet, they will feel obligated to speak and open the door to what they truelly think. My grandfather always told me "If you want to know something, just listen"
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