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Making a sale is frankly quite easy and if you have read the rest of this series “selling in steps” (you’ll get the links in a minute) you will see that all you have to do is follow the steps one after another and you will have your deal.
But, for some reason we all get hung up on the closing instance.
We get to the moment where we should just take out the contract and have the customer sign it and instead we freeze, we wait, we don’t know for what but we hope the customer will tell us…
Take Action
The reason we are at the meeting is to make a sale, nothing else matters if the contract isn’t signed.
If you have followed the earlier steps, especially the one in the last part “trial closes” you will know that the customer is already ready to sign the contract meaning of course that this step of getting the “handshake” shouldn’t be that big a deal.
The Rest of The Series
To get more background before moving on you should read the rest of the series.
The parts are as follows:
Activity
Cold Calling
Referrals
The First Contact, Needs Analysis
Product Presentations
Trial Closes
Following up the rest of the meeting
If you have done the rest of the sales process well – meaning you found a qualified customer, booked a meeting, did a thorough needs analysis, presented your product as a solution to their problems using their arguments to give weight to your offer, answer their questions and objections and using trial closes to make sure you and the customer agree and that you are on the same page – you will find that all you have to do is ask for their signature.
If it turns out they have any further questions just step back, answer them and go back to the close again.
But I Want to Think About it First
Once you have proved to the customer that they really need your product and come to an agreement on what they need in order to solve their problems “I want to wait a bit first” is all they can say to not sign the contract now.
You job is to make them.
They know it is the right decision, but just like all of us they want to procrastinate.
I had a situation where after discussing all aspects of our offer, and I mean all aspects this customer asked every question in the book, he said to me “Well, thanks for the meeting I am just going to think it over and get back to you”.
My answer was simply, “Why wait? We have already agreed that this is the right product for you. There is no reason to wait. Here is the contract and lets get started”
It was enough.
Ask For The Contract and You Will Get It!
Often that is all you need to do.
But like I said, if the customer has any more objections make sure to answer them and move swiftly back to the process of signing the contract.
You thoughts
Most salesmen have problems asking for the order.
What are your reasons for being nervous?
Photo Credit: NobMouse
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Ahhhh rejection– that dang animal that destroy success and confidence around the globe on a daily bases. This is a great article Daniel. Personally, if someone tells me they neeed more time, I will often say, “I’m sorry to hear that, because it means I haven’t done my job here and I’ve essentially failed you. Tell me, where haven’t I addressed your concerns?”
Just this statement/question can lead to profound insight and eventually the sale.
That is a great question Marcus,
Just like you say it means you haven’t done everything so you step right back to the needs analysis and start right over.
Thanks for the comment my friend
Good article Daniel. I think people have trouble with the closing because they think it is asking for money. When what you are doing is a service to people. You have something they need. When I was selling skin care I had a lady one time that kept trying to find every reason in the book not to by my product (I really believed in this product and still do to this day) finally I just looked at her and said, “This is fine you want to dry up and look like a raisin some day It is fine with me. She bought everything I had.
Debbie
Hey Debbie,
That is really a great example of asking for the contract.
Just saying it bluntly and letting them make the decision knowing what they arre then saying no to.
Thanks for stopping by and I hope to see you here again soon
//Daniel