The Step Called- Close The Step Called Close is not a separate step in a sales process that operates independently. A sales professional can only close a sale when all the other steps in the sales process have been done effectively. Most importantly if the customer is properly qualified then this step is the easiest in the sales process. Modern sales psychology tells us that closing takes courage. Often there is an internal struggle within the sales professional whether they should ask for the close. The closing process is a resolution of an internal struggle between the need for ego protection and need for ego gratification. On one hand we want the sale (Ego Gratification) on the other hand we want to protect ourselves from being turned down. (Ego Protection) Sales professionals, who don’t want to bruise their ego, tend to put off asking for the close so they don’t have to feel rejected. They know as long as they don’t ask for the sale their ego won’t be hurt. Customers often can sense a salesperson’s fear of closing and will play along by coming out with reasons for not buying. Sales people who lack the courage often miss out on potential closing opportunities because they accept the customer’s excuses. Having good rapport with your potential customer makes the closing process easier. When prospects give you an objection (sometime an excuse) you can ask them specific questions to isolate if what they raised is a genuine objection or just an excuse without having to worry if the approach will affect your relationship with them. It’s also important to note that prospects don’t buy features no matter how fantastic you make it sound; they buy benefits that will help them solve a problem (Pain) or help them gain something (Pleasure). Features of the product get attention and interest but benefits of the product arouse desire. Before you jump into your presentation, remember that your prospects buy for their reasons, not yours. Don’t sell benefits before finding out what benefit’s the customer is looking for. Paint a mental picture for your prospects that depicts them accomplishing their goals and being rewarded for those accomplishments, all because of your product. Use stories and analogies to present the benefits of your product. Customer will find it easier to relate to stories and analogies that evoke emotions. Also stories and analogies have a higher retention effect so even if they postpone making a decision when you ask for the close, you will be at the “Top of Their Consciousness” when the next time they decide they want to buy. Customers tend to do business with whom they like and have rapport with. People buy based on emotion and justify it with Logic, stories and analogies have an effect in arousing emotions. Try to use your prospects’ own words as you reiterate your product’s benefits to them, then ask for their agreement on each point you make to help ensure that you won’t be surprised by an objection later. When you use benefits to build your prospect’s desire to buy your product, you’ll have an easier time selling it.
Posted on: Mon, 17 Jun 2013 23:00:00 +0000
Trending Topics
Recently Viewed Topics
© 2015