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:
- Review the steps you guide the prospect through in your initial exploratory conversation. How strong is your process?
- Is your process repeatable every time you have a conversation?
- 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: