Closing is a process, not an event.
During our everyday business, we often hear sales executives say that they want their sales personnel to do a better job of closing.
Some even say, “Our people know how to sell. They just don’t close.” Many people believe closing is a monumental event that happens at the end of the sales process. While this may be what people typically think of as closing, at Sales Concepts, we believe there is much more to it than simply closing the deal at the end of the sales process.
We believe that closing is a process comprised of several smaller events that eventually lead to closing the deal. We believe that closing is a process that parallels the sales process, not an event that completes it. Professional salespeople close continuously throughout the sales process. They do it by asking questions. Every time they make a point or answer a concern for a customer, they close to ensure they have buy-in. If they do, then great, move on to the next phase. If not, then we have to back up and figure out why.
Here are some questions you can use to close for buy-in throughout the process:
- What do you think?
- What are your thoughts at this point?
- What else do you need from us?
- Would you like to get a date and time on our calendar for our next meeting?
- Will you recommend us? (If you are not speaking with the decision maker)
- Shall I send you a contract?
- Is there a reason we should not move forward at this point?
- What are your concerns?
- Do we meet your expectations? Would you like to get started?
- Would you like to schedule a demo or evaluation?
- Since you seem to like what you see, shall we move forward?
- Are there any decisions that need to make today?
- Do you feel comfortable moving forward with us?
- What else besides that is keeping you from moving forward?
You may not feel comfortable with these questions, but try any questions you are comfortable asking or develop your own. You will learn where you stand and what you must do to move forward.