Closing tends to be the most stressful action in the sales process for so many people – salespeople and prospects.
Your responsibility as a sales professional is to work the earlier stages of the sales cycle so that closing becomes a natural conclusion if both parties benefit – this includes, closing continually throughout the process. Keep in mind, closing is really the beginning of your business relationship – both parties should be excited about working together.
The closing tool is designed to give you and your team a quick and comprehensive checklist of your “need to know” points before attempting a standard close (trial closes don’t require the knowledge of all “need to know” points – trial closes serve as more of a qualifying function and help the process move to the standard close). While it may be valuable to have a basic understanding of the “traditional” closes articulated in many older sales manuals (e.g., the assumptive, the puppy dog, the physical action, the choice, the last chance, etc.), it’s these “need to know” points that create the opportunity for any effective close – these are non-manipulative and universal.
The correct answers to these questions assist in developing the close into the natural conclusion we all seek in the process. Work through them for each prospect in your pipeline right now and be sure you’re on the right track to closure.
Additionally, we’ve included some sample closing statements. These are simple statements and questions that help everyone involved in the sales process move smoothly to closure. Use what you like, toss what you don’t and build on those appropriate for your sales world.
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