We are often asked with closing sales and overcoming objections, and what phrases will make people buy. The truth is that closing sales can be simple and even though there are no magic words, there is an approach that makes it easy. There are reasons that closing sales seems hard but you can overcome them all. Closing Sales Problem - Abrupt Change Of Atmosphere Many salespeople prefer the presentation phase of the sale. They zoom along impressing the client with what they know and how much they care. The problem is that when it is time for closing sales, the atmosphere changes dramatically. It's time to ask the client to buy. This change is so scary to many salespeople that they do not ask for the sale. They give a card, a brochure or an estimate and leave without ever asking the customer to buy. Top salespeople know there should be no change of atmosphere when it's time for closing sales. As you present, you should be turning each feature into a benefit and then asking if they agree it would be a benefit to them. For example, "our equipment comes with a 5 year warranty (the feature) so you can stop worrying about the equipment failing (the benefit). Is that they kind of peace of mind you are looking for?" (the tie-down) Follow The Formula For Closing Sales If you follow that formula and ask simple tie-down questions as you present, you will have 30, 40 or even 50 agreements from your customer that tell you they want to buy. Closing Sales | Are You Doing It Backwards? Often salespeople have difficulty closing sales because they do the sale backwards. At the beginning of the sale, the salesperson should be asking lots of questions. Find out what the customer wants, needs and fears. The secret is to ask question at the beginning and not ask at the end. Don't sell yet. Use questions to find out what will make the customer buy. Many salespeople do the sale backwards. Getting Ready To Close The Sale Whenever you sit down with a customer, always get out the forms you need for closing the sale. Do this early in the sales process. You can do it first thing if you like. If you have the forms and a pen in front of you, you are always ready to close the sale without a big change in mood when you get the forms out.. The World's Easiest Close If you have followed the program we describe, you found out what the customer wants, needs and fears. You presented only the points the customer is interested, stated the benefit and ended with a tie-down question. The customer have answered "yes" to a large number of tie downs. Now, don't ask the customer to buy. Just say something like, "I'll get the paperwork started". You don't have to ask them to buy because they have already said "yes" many times. Just put your head down and start writing. As you can see, the secret to closing is to make it a smooth transition to the close. Don't ask them to buy, just fill out the form. If you have the courage to try this, you will find you sales increase dramatically and that customers prefer this style of selling.
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