Offline Selling - Part 5
Posted 14th March 2009 at 11:53 PM by TimCastleman
Read my other blogs on the past 4 steps. Now we are to the 5th and FINAL step in offline selling.
The close.
Now this isn't where you put on your finest black suit, slick back your hair, and become a used car salesman.
In fact you should never do that or even have to do that.
To be honest if you've done your job correctly in the previous 4 steps this should be easy.
Closing is easy.
So you've found out where they are, where the want to be, offered them a solution to get there, addressed their questions and overcome their objections. The only thing left to do is collect a check.
You can do this several ways.
My favorite is just to talk to them like they have already said yes.
"Well I am glad we are going to work together. All I need to get started is a deposit of 50%. I will get started on your project on X date and should be done by Y as long as we don't have any issues."
Again I am just assuming that we are working together. If they object then I ask them what the issue is and go back and solve it using the same tactics as step #4.
There is no trick words, no fear tactics, etc. All I do is assume I have the sale and if they don't agree I address it with them at that time.
This is the shortest blog because truthfully if you have done your job right on steps 1-4 this will be the quickest and easiest sale you have ever made.
The close.
Now this isn't where you put on your finest black suit, slick back your hair, and become a used car salesman.
In fact you should never do that or even have to do that.
To be honest if you've done your job correctly in the previous 4 steps this should be easy.
Closing is easy.
So you've found out where they are, where the want to be, offered them a solution to get there, addressed their questions and overcome their objections. The only thing left to do is collect a check.
You can do this several ways.
My favorite is just to talk to them like they have already said yes.
"Well I am glad we are going to work together. All I need to get started is a deposit of 50%. I will get started on your project on X date and should be done by Y as long as we don't have any issues."
Again I am just assuming that we are working together. If they object then I ask them what the issue is and go back and solve it using the same tactics as step #4.
There is no trick words, no fear tactics, etc. All I do is assume I have the sale and if they don't agree I address it with them at that time.
This is the shortest blog because truthfully if you have done your job right on steps 1-4 this will be the quickest and easiest sale you have ever made.
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