I haven't seen a thread about closing in a long time
Maybe I'm a bit simple, and some things go over my head, but when I hear something like that I just don't understand it. How can you enjoy making a presentation and not enjoy closing.
Closing is really nothing more than finding out if the prospect enjoyed your presentation.
Sales is often compared to being an actor on the stage. This is particularly true when we start to speak in terms of using a script. For the actor on stage, at the end of the performance, the curtain goes down. Moments later the curtain goes up again and the actor stands there as the audience applauds his performance. Do you think that actor is nervous or doesn't want to go back on stage to get his applause?
The applause is the actor's "close" and it's the reason he puts on the show.
Is that very different from what many of us do every day, many times a day? I don't think it is. When I make a presentation, if I don't find out if my audience enjoyed my show, I leave without a paycheck and the prospect doesn't get the benefit of what I'm selling. So if I don't close the deal, it's a lose for me and a lose for the prospect.
I know there's a lot of raw sales talent in this forum. I know this because there are so many posts relating methods, and situations, and circumstances. To all the questions that are posed, there may be dozens of well constructed and thoughtful answers.
But every now and then it's good to get right down to the heart of the matter and to me that means closing. More precisely, closing statements, and they can be taken out of context. In other words, I know that some people may say that you can't talk about closing without considering the overall circumstance. I personally don't believe that. I know a lot of sales professionals that use the same closing statements and techniques day in and day out in totally different situations.
So my idea here, is to share some of our closing statements. The series of words we string together to let us know that our prospect enjoyed our show.
I guess I'll start the ball rolling with one of my favorites for smoking out the real objection:
What is it that you need to be certain of so we can move forward on this project?
Your turn!
Ps. What if instead of hunting people down until they begged you to stop... pre-qualified prospects actually sought you out and asked you what you do and how you do it? Click here.
"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
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