Closing Sales – Miracle in the Last 3 Minutes?

closing-sales-miracle--rabbit-in-a-hat

Okay, I’m going to admit to being a little sneaky with the title on this post about closing sales.

There’s a popular myth that closing the sale is something miraculous that happens in the last few minutes of the prospect conversation. This miracle overcomes all objections and puts the money in your pocket, no matter what the obstacles.

One thing that is true about this view: You do have to ask for the commitment. It is hard to get a “yes” if you don’t ask for it.

What’s even more true: The close is a culmination, the final of a series of steps that lead the prospect to “yes.”

To finally step away from this myth, you need to begin to see your sales conversation as a process – and like any process, it’s made up of a series of steps.

The Bullet-Proof Guide to Closing Sales

If you want bullet-proof sales conversations (instead of a magic bullet) your process needs to:

  • Help the prospect get clear that you are the person to solve the problem.
  • Determine if you and the prospect are a good fit for style, process and solution.
  • Make clear whether the problem is worth solving – to the prospect and to you.
  • Define for you and the prospect the nature and scope of the problem – Is it significant enough to invest serious cash in?
  • Separate you from the others who’d like to solve the problem and get paid for it.
  • Separate you from the tons of free resources purporting to solve the problem.
  • Remove obstacles from the path of the prospect on their way to “yes.”

If you have a bullet-proof process, when you get to the last few minutes, you won’t be face to face with the great mystery of how to get the prospect to say “yes,” against seemingly insurmountable odds.

Take Action – Make This Your Own

Take a minute to think about your own selling conversations:

  1. Review the steps you guide the prospect through in your initial exploratory conversation. How strong is your process?
  2. Is your process repeatable every time you have a conversation?
  3. Are you still looking for a miracle or “good luck” in the last few minutes of your prospect conversation?

Share a comment – where do you run into trouble during you initial prospect conversations?

 

You can also check out these related posts:

Are Great Salespeople Born or Made? What If You’re an Introvert?
How Much Do You Charge?
Need to Sell and Feeling Freaked?

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Comments

  1. says

    Increasingly over the 9 years I’ve been in business, and especially after I participated in your Kick Butt Sales course, there just hasn’t been a problem with closing the sale. As I talk with someone in a simple conversational tone I find out: 1) if they need my organizing services and 2) if they’re ready to get help. As our talk comes to a natural close I simply ask them if they’d like to schedule an appointment. It’s become so matter-of-fact, there’s no pressure on either of us. If they’re not ready, they’re not ready. But after talking with me most people are ready to book or they’re likely to contact me in the future. Thanks for helping me see the ease in this process, Pat!

    • Pat Schuler says

      Maureen, you are a perfect example of the results when a client takes in the principle and strategy and then applies it. It becomes natural and largely effortless. Thanks for being an deal client. :-)

  2. Shelly Cantrell says

    Thanks for your continued support and wisdom, Pat!

    What really stood out to me in your post was this: “Separate you from the tons of free resources purporting to solve the problem.”

    I can see how this is an important step, and I realize the client is privy to and influenced by the free info (whether they mention it or not). I look forward to your comments/future posts on this topic!

  3. says

    As a longtime KickButt devotee, I’m elated to receive your newsletter, Pat.

    Readers, if you’re not yet on Pat’s email list, sign up now. Your prospects will thank you for the clear path you’ll give them to work with you!

    • Pat Schuler says

      Jeri, thanks for your kind words, and the phrase “clear path you’ll give them to work with you”. Beautifully articulated!

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