20 {{ upvoteCount | shortNum }}
20 {{ upvoteCount | shortNum }}

No longer Apprehensive about Closing!

by kcom
17 replies
I have an appt for tomorrow morning, which was set up by a FB friend, whose boss is looking for marketing. My issue comes down to I don't want to seem desperate (which I am) but I really need to close this deal. I have had several appts, almost all seem interested, but in the end I am unable to close. This was my issue when I was selling cars, everyone loved me, but no one bought from me. I have gone through sales training, so I know about getting Yesses along the way, and trying to appealing to their sense of pain or need. With SEO, I always talk more in terms of increase # of clients and revenue not just page ranking. Help, what is your best closing?
#apprehensive #closing
  • Profile picture of the author abbot
    Banned
    Originally Posted by kcom View Post

    I have an appt for tomorrow morning, which was set up by a FB friend, whose boss is looking for marketing. My issue comes down to I don't want to seem desperate (which I am) but I really need to close this deal. I have had several appts, almost all seem interested, but in the end I am unable to close. This was my issue when I was selling cars, everyone loved me, but no one bought from me. I have gone through sales training, so I know about getting Yesses along the way, and trying to appealing to their sense of pain or need. With SEO, I always talk more in terms of increase # of clients and revenue not just page ranking. Help, what is your best closing?
    ASK FOR THE SALE! Everyone expects to close but NEVER asks for the sale. It's really THAT easy. If you are desperate enough, you will close the sale.
    {{ DiscussionBoard.errors[6810659].message }}
  • Profile picture of the author Rearden
    "How's everything so far?"

    "So here's how we get started."

    Assume you already have the business -- let them tell you otherwise, especially if they say they like everything so far.
    Signature
    David Duford -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
    {{ DiscussionBoard.errors[6810671].message }}
    • Profile picture of the author kirbymarketingconcierge
      Here's what I like :

      sell yourself 1st, when it's time to "close"

      1. you say you like this _____, and ______ was good, and your good with _____, .....
      it's like their signing a verbal contract 1st!

      2. Have any other questions? (if so, answer and restate what their likes are)

      3 .ok then. here's what we need to do to get started
      A. make a action towards starting. pull out the paperwork, need you contact information, etc.., any assumptive action to get the ball rolling.

      you can do it
      {{ DiscussionBoard.errors[6810724].message }}
    • Profile picture of the author sadneck
      Originally Posted by Rearden View Post

      "How's everything so far?"

      "So here's how we get started."

      Assume you already have the business -- let them tell you otherwise, especially if they say they like everything so far.

      I use this technique all the time...

      I talk like the deal has already been done.

      "When we get you more clients on Monday, are you going to have enough phones to handle the request?"

      "In 1 week when I get your site to page 1, you will see that I will also have your 1800 number in the title and description."

      I start this early on...

      Has never failed for me and I have closed $30000+ deals....

      Before the client knows it, the only other question left is, "Are you paying with cc or cash?"

      Andrew
      Signature
      THE BITCOIN BOSS WSO PACKAGE
      Special Launch Price!
      {{ DiscussionBoard.errors[6853514].message }}
      • Profile picture of the author midasman09
        Banned
        My goodness man, YOU EITHER BELIEVE IN WHAT YOU'RE SELLING OR YOU DON'T!

        If you DON'T believe that what you're selling is going to BENEFIT your prospect MORE than the money he's giving you...then...get the heck out the biz and get a job as a dishwasher!

        Here's how I close 1 out of every 3 presentations I make;

        1) Show prospect what I'm offering and how he will benefit and try to get a pretty good idea of what he wants...what will "fit HIS needs"

        2) THEN....reach for my "Order Form and START WRITING HIS NAME DOWN WHERE IT SAYS, "CUSTOMER"! If he doesn't stop me, I continue writing until my Order Form is filled in....write the price down and ask, "i usually do half down and balance on Proof or...I knock 10% off if the whole thing is paid now. Which would you prefer? (The next person who speaks...loses!)

        If he stops me with, "Hey! I didn't say I was going ahead with this!" To which I respond by looking up at him and saying, "Oh! What is your question? (I answer his question and continue writing!)

        Don Alm.....aka CLOSER
        {{ DiscussionBoard.errors[6864738].message }}
        • Profile picture of the author maxrezn
          Originally Posted by midasman09 View Post

          My goodness man, YOU EITHER BELIEVE IN WHAT YOU'RE SELLING OR YOU DON'T!

          If you DON'T believe that what you're selling is going to BENEFIT your prospect MORE than the money he's giving you...then...get the heck out the biz and get a job as a dishwasher!

          Here's how I close 1 out of every 3 presentations I make;

          1) Show prospect what I'm offering and how he will benefit and try to get a pretty good idea of what he wants...what will "fit HIS needs"

          2) THEN....reach for my "Order Form and START WRITING HIS NAME DOWN WHERE IT SAYS, "CUSTOMER"! If he doesn't stop me, I continue writing until my Order Form is filled in....write the price down and ask, "i usually do half down and balance on Proof or...I knock 10% off if the whole thing is paid now. Which would you prefer? (The next person who speaks...loses!)

          If he stops me with, "Hey! I didn't say I was going ahead with this!" To which I respond by looking up at him and saying, "Oh! What is your question? (I answer his question and continue writing!)

          Don Alm.....aka CLOSER
          Don, I like most of your stuff but this is a little too car-salesman characteristic. Your preying on the client's inability to say "no" to get the sale.
          I'd much rather do the work to have him begging to do work with me using take aways and revenue projections.

          If you can use the tools at your disposal to project a revenue increase of $100,000 over the course of 12 months with your product and then shut up...let the client say something...then come back with "One more thing, as much as we'd like to do business with everyone we meet...only a handful are in reality a good fit for our services....how do you think your business would benefit from what you've seen that we can do."

          BAM! *Take the check to the bank while blaring your victory song in your car*
          {{ DiscussionBoard.errors[6864873].message }}
  • Profile picture of the author kcom
    Thanks for the encouraging words, I will keep you posted as to how it goes.
    {{ DiscussionBoard.errors[6811056].message }}
  • Profile picture of the author kebertt
    If you're confident and believe in your product your potential clients will see this too. Make them believe that they need you and they'll go running for their checkbook.
    Signature
    Digital Booked - Appointment Setting Services for Web Designers
    {{ DiscussionBoard.errors[6811099].message }}
  • Profile picture of the author Jon Martin
    "So here's where it really gets interested in, ____."

    Figure out what their average rate / customer is. Give him a figure on how many new clients to expect / month. Try using the term "invest" rather than "purchase".
    Signature
    "Be the hero of your own movie."
    {{ DiscussionBoard.errors[6811484].message }}
    • Profile picture of the author jimbo13
      Kcom

      Losing the apprehension is easy if you think of these two things.

      1. It is just the logical conclusion to a conversation. You're really just saying 'Based on all the info I've given you would you like to go ahead with this?' (What happens next is called feedback. Nothing more.)

      2. You are not the one paying. Think about this one.

      Dan
      {{ DiscussionBoard.errors[6812239].message }}
      • Profile picture of the author DABK
        Do you know, by the end of your presentation, how much the solution is worth to your prospect? If you're talking to them about revenue, I'm assuming you do. Does your prospect? Did you ask them, hey, I'm going to get you $x a month, how much is that worth to you?

        They, in their mind, will have a highest I'm going to pay, and a guess (based on who knows what) of what you're willing to accept. They'll tell you the latter or some other number in-between.

        If you like the number, just say, You're right. I prefer checks. Make it out to my company.

        Really, if they think what you're giving them is worth $x.xx and you think it's worth $x.xx, there should be no apprehension. You've got a meeting of the minds.

        If he thinks it's worth less than you're willing to pay, there are 2 possible reasons: you have not shown him/her value or you don't understand the value of what you're offering. Or their idiots. Or they don't want to see the value. Or their set up is so bad that even if they think you do give them the value you say you do and they want it, they can't pay it.

        In the 1st case, ask questions, clarify. In the 2nd case, I can't help you. Same for the other ones.

        If you'd truly offer to bring me $10k a month and you say you want $500, I'm going to think, to get $10k and have my buyers happy, I'm going to have to pay $5k, my salary is going to be $3k (because that's what I'd have to pay someone else to play manager for me). My profit is $1500, pre marketing. Do I want to pay $500 to make $1000 and pay me my salary?

        Hell, yes.

        If you want $1000, it's still hell yes (but not so loudly). Technically, I'm ahead if you want $1,499, but I'm not going to hire you after a certain amount, because I'm going to think, something a long the lines of, 'If I go with the ads in the papers, I get $300 profit and with this fool I get $50.'

        If you've shown them value and they've seen it, there's no reason to be apprehensive.
        {{ DiscussionBoard.errors[6813505].message }}
        • Profile picture of the author kirbymarketingconcierge
          where is the emotion? #'s are great, we all want to be logical.



          we like to think we make decisions rationally, but we don't. IMO

          do you really want to help them?
          let them see it.

          leverage your inner "nice guyness" maybe? that's what I'm seeing in you.

          IMO. I could be way off here.
          {{ DiscussionBoard.errors[6813524].message }}
          • Profile picture of the author Anthem40
            One thing that might be of benefit to you is, for lack of a better term, 'test closing'. What I mean is that, if you move into close and experience pushback, ask tactfully why they are using objection x. Carefully lead the conversation back out and rebuild value in your services while speaking to their objection. Make sure you isolate that as the only reason why he is unable to do business this minute. After you believe you have sufficiently overcome the objection move back into the close.

            Another thing that I find is. Important is to move into the close before the conversation dies out and both sides understand the conversation is essentially over. (hopefully that made sense). In other words, it is a bit of the strategy when talking to a beautiful woman. Make sure you end the conversation before the energy between both of you fades. Go out on top, or move to close when energy is high and client is responding well.

            Hope this helps.
            Signature
            95% of IM'ers have great relationships with clients who also advertise offline and with other people. Stop missing out on that cash and leverage into it. PM me if you are an established marketer and want to find out how.
            {{ DiscussionBoard.errors[6814557].message }}
            • Profile picture of the author abbot
              Banned
              Not really sure why there are always threads about 'closing' appointments.. Maybe I'm different...

              When I go to a meeting, it's because the business owner has told me "YES I'm interested, I would like to sit down and see some options." Before I even set the appointment I make it clear that by meeting we are looking at some offers, and deciding how we should get set up.

              I guess I just go to the meeting with the full intention of making the sale and walking out with a check in hand. During the meeting, I never have a flashback like "ok now I'm going to move into the closing" It just happens. The more you talk, you direct the conversation to the closing. Then, it's just a matter of telling them who to write the check to.

              I honestly don't see how it's so hard. Hell...half the time I have absolutely NO plan of attack for my meetings. I just show up and free style it. No question sheets, no arrhythmic forumla, just asking them "How is business, What could be improved?" Trust me, they will tell you what they want. From there you re-elaborate WHY it IS important that they need "X", then ask them how much they are willing to spend to eliminate their stress for "X"

              I can see closing on the phone giving you guys a harder time, but seriously..appointment closing? That's the whole point of the cold call, to qualify IN or OUT. If they qualify IN then you show up to the appointment EXPECTING that sale. It will show in your presentation, you will be more confident.
              {{ DiscussionBoard.errors[6814911].message }}
              • Profile picture of the author Anthem40
                Originally Posted by abbot View Post

                Not really sure why there are always threads about 'closing' appointments.. Maybe I'm different...
                Everyone is different. Perhaps he struggles here but has strength elsewhere. Perhaps he needs your expertise. Multitude of reasons are possible, all of which are valid and in my opinion are reasons to help him without putting him down.

                My humble 2 cents.
                Signature
                95% of IM'ers have great relationships with clients who also advertise offline and with other people. Stop missing out on that cash and leverage into it. PM me if you are an established marketer and want to find out how.
                {{ DiscussionBoard.errors[6815124].message }}
                • Profile picture of the author Claude Whitacre
                  I've trained salespeople for 30 years. I know exactly the problem you are having. You are unconsciously giving off signals that you are nervous about asking them to buy. You are expecting them to say "No" and it shows. People can read nervous gestures, body language, and you hesitating to ask for money. They usually don't realize that's why they are saying "No". But that is what triggers the thought that "Maybe this is something I should avoid".

                  When you hesitate to ask for money, or do it in a way that shows you are not used to getting it....you signal that something is wrong.

                  I'm not kidding. I've gone with hundreds of salespeople on sales calls and have seen exactly what you describe dozens of times. In fact, usually these are the most knowledgeable and nicest people.

                  No technique training will help you. The only thing I've seen work is being exposed to sales happening in front of you. You need to see the closing as the natural ending of the sales process, and you don't see it like that yet.

                  I enter every sales situation with the knowledge that "The last 100 people bought...and you're next."

                  Not in a cocky arrogant way, but with the knowledge that them giving you money is the natural conclusion to the sales call. Every top salesperson I've met thinks this way.

                  By the way, no trick closes really work. Mine is "Is that OK?" after a brief summary of what they get.

                  You need to expect them to buy. No hesitation, just confidence that they should buy this from you. Most people are looking to you for advice as to whether they should buy. After all, you're the only other person in the room.

                  The only thing I can tell you that may help right now is to imagine that you are giving it to them for free, or that someone else just gave them the money to give to you.

                  But after today, I would seek out a good salesperson, ANY good salesperson to let you go with them to see how easy selling really is. You need to see 10 sales made in a row. After that, you'll never think about closing again in a negative light.

                  Sincerely hope this helps. Good luck.
                  Signature
                  One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

                  What if they're not stars? What if they are holes poked in the top of a container so we can breath?
                  {{ DiscussionBoard.errors[6815683].message }}
  • Profile picture of the author kcom
    Update: Closed the chiropractor, cheque in hand. Yes there was a delay, I was presenting to one chiropractor, when it was the other one writing the cheque, even though it is the first one that needs the business. Kept going back for adjustments (covered by my wife's insurance) as that ensured I would get to talk to someone. Feels great.
    {{ DiscussionBoard.errors[6888947].message }}

Trending Topics