Closing Ability Separates the Successful From the Unsuccessful
Closing Ability Separates the Successful From the Unsuccessful
Closing is the natural conclusion of a well-handled sales call, yet it is often seen as an anxiety-laden moment of truth. Here are some observations to help you anticipate closing as a logical, reasonable and achievable step in the selling sequence.
Your closing attitude affects your performance. Your emotional state will show during a presentation. If you are nervous or face the close with dread, these emotions can jeopardize your sale. Your prospect will perceive your emotions as a lack of confidence or honesty. Viewing your close as a golden opportunity will translate into a positive influence on your prospect. If your emotional state is that of self-confidence, your positive close will be enhanced by your up-beat attitude.
Closing begins with your initial contact with the prospect. Don't associate "closing" exclusively with the end of the sales cycle. Closing is an integrated part of the entire selling process, not a separate event tacked on to the end. Begin closing as soon as your presentation begins.
Successful sales presentations contain many preliminary closes. Salespeople must close prospects to set appointments, agree on the prospect's needs, and to decide which program best meets their needs. Remember your successful preliminary closes to help boost your confidence when it's time to ask for the order.
Each point of agreement between you and Mr. Merchant takes you closer to the successful buying decision. Remember that each point of agreement simplifies the prospect's final decision to buy. Review each point of agreement as you wrap up your presentation.
A successful close is simply the last logical step in a long process of carefully planned and executed events. You should anticipate the final close as the payoff on your effort.
Allay your prospects' buying anxiety by reviewing the benefits of Check Guarantee over Verification, as an example. Use your close to make sure you've addressed all objections and concerns, then ask for the sale. Your positive attitude will help the prospect to feel comfortable about their decision.
Make closing an eagerly anticipated opportunity to meet your goals!
Good Selling!
SM
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