Are You NOT ABLE to Close the Sale? Then SHUT UP AND WAIT!! Seriously, this works!!
I wanted to share a little trick I use when I'm going for the close of a sale. It may be uncomfortable, but it works.
First, I'm going to assume that you followed the correct steps during your sales presentation. As a quick review, start out by asking questions and really figuring out what your prospect's needs are. Never assume you know what they want. Instead, ask questions to get them to tell you exactly what you want. Once you know their needs formulate your pitch around being able to meet their needs. This alone will position you as the person who can solve their problems.
When your presentation is coming to a close, repeat your prospect's needs to them and say something along the lines, "It seems like my services are a really good match for what you are looking for. Would you agree?" If you've done your job of showing how your services do meet their needs, the prospect will have no other answer but yes. Once you get that yes, say something along the lines of, "Great, let's get you signed up." Now don't say another word. Politely look your prospect in the eye and wait for their response, no matter how long it takes them to talk.
This is where the "shut up and wait" comes from. Once you have gone for the close, keep quiet until the prospect says something. Treat it like a game where the person who speaks first loses. If you speak first, you lose the sale. This moment of silence will be extremely uncomfortable and you will want to talk to break the silence. Don't do it. Hold firm and wait for them to speak. As uncomfortable as you are feeling, your prospect is feeling just as uncomfortable. Many times they will agree to buy just to break the silence and end the awkwardness. This doesn't work 100% of the time to get the sale, but if you speak first, the odds of getting the sale go way down.
This was a piece of advice that I got from the father of one of my friends who owns a couple auto dealerships. He has been in car sales his entire career and has the swagger of a stereotypical salesman. After he gave me this advice I started implementing it and was surprised at how it changed the dynamic of the sale. It may be awkward, but it gets results!
If anybody else has used this technique or has any other good closing techniques, please share your experiences below.
-Ben
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"Never make someone a priority in your life who makes you an option in theirs." Anon.
"Some see private enterprise as a predatory target to be shot, others as a cow to be milked, but few are those who see it as a sturdy horse pulling the wagon." -- Winston Churchill