Closing the sale is a mastery of its own. It’s that storybook ending that everyone’s waiting for at the end of any movie or novel, or children’s book - “… And they all lived happily ever after.”
Think about how disappointed you are when there’s no clear resolution, or maybe your favorite character is killed off in the last scene - no happy ending. Same in sales, when they won’t decide, when there are barriers, unspoken risk, no sense of urgency, no returned calls - there’s no happy ending. Well, no happy ending for you.
Closing the sale is the beginning of the relationship.
At the end of the selling cycle, it’s decision time. Your cards are on the table. You try to eliminate what you would call objections. You try to completely engage your prospect. You try to prove your value. And you try to show your self-confidence.
Your enthusiasm and your self-belief are closely tied to the close of the sale. How enthusiastic are you? How strongly do you believe in your company? You have to believe that you work for the greatest company in the world, that your company has the greatest products and services in the world, and that you’re the greatest person in the world. When you believe in yourself and your products, you’re believable to your prospect.
Here are the key points to master the closing opportunity - none of which are sales techniques, ploys, or tricks:
Me? I assume I have the order when I walk in the door. The best close is no close. It’s a combination of making a friend, presenting a compelling reason to buy, being value driven, being profit driven, being outcome driven, and assuming the sale. I hope you have enough self-confidence and self-belief to do the same.
Back to the happy ending…
One of the interesting parts about any story you’ve read as a child is that they all had the same sort of ending: Happy. “And they all lived happily ever after.”
NOTE WELL: In sales the key words are not “happily ever after.” The key sales word is “all.” “All” means the customer has to feel like they win, your company has to feel like they win, and you have to feel like you win. When everybody wins, you don’t have a “deal,” you don’t “close the sale,” you have a relationship. And that relationship leads to more sales.
Now that’s a happy ending.
If you are interested in the eight personal barriers that you create before or during the sale, go to www.gitomer.com, register if you are a first-time visitor, and enter the word BARRIER in the GitBit box.
Jeffrey Gitomer is the author of The Little Red Book of Selling and The Little Red Book of Sales Answers. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on sales and customer service at www.trainone.com. He can be reached at 704-333-1112 or e-mail to salesman @gitomer.com © 2007 All Rights Reserved – Don’t even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704-333-1112 www.gitomer.com