The Dreaded Close
ABC – Always Be Closing. It’s a mantra said with pride by those that can close, and hated by those that can’t. If you go into any sales floor or sales meeting the world, you will hear that phrase. In these sales environments it doesn’t matter how much rapport you build with customers, or how great your questioning techniques are. The only thing that matters at the end of the month is how many customers you converted. Sports have points, businesses have revenue, and sales have closes.
Today you’re going to learn how to close the proper way. It is the absolute easiest part of the sales pitch. Yet, it is often the most feared by people who are inexperienced at sales. Not only do new business owners have trouble with it, but “experienced” salespeople do too. I am dumbfounded by the number of people I call on a day to day basis who don’t ask for the close. From looking for tools for my father, getting a quote for work to be done, to buying clothes. They don’t ask for the sale, DO NOT BE ONE OF THEM.
How to gain confidence
Gaining the confidence to close is exactly the same as suggesting a new T.V model to your friend. People don’t generally look at it that way. But every time someone has bought a product on your suggestion, you have “sold” something.
So how did you gain the confidence to suggest that brand new T.V to your friend? First, you own that particular T.V or at least have used it. Or, you’re really into technology. It would be safe to say that you know your stuff when it comes to T.V’s right? This gives you the confidence to tell your friend to buy that particular model.
Knowing your product inside out is the number 1 thing in gaining sales confidence. Once you have that, asking for the close is the easiest part of the whole sales process.
Fear of Rejection
Now it could also be drawn up to fear of rejection. This is something new business owners have to get over. Yes, you have spent time with the customer to discover their needs. You’ve also gone through the trouble of tailoring your product to them. Yet, when it comes down to the crunch you back away fearing all your efforts were for naught. Or you could fear rejection in general. One thing is for sure, you’re going to have to accept it.
They say sales is a numbers game. It’s a handy excuse for those that don’t sell much. What you have to understand is that you can increase your closing numbers by asking “would you like to get started?” Those of you who don’t believe me, see the image below:
As you can see you will get rejected a tonne from initial contact to get to the successful close. Like all things, it comes with practice. It’s an overused cliché, but the more you get shut down, the more you will learn. You will learn to accept that getting a no isn’t the end of the world. It is a chance for you to review your pitch and try something different for your next potential client.
How to phrase the close
Once you gain the confidence and accepted the fact that many people will say no to you. How do you actually go about closing? If you’ve done your needs analysis correctly, and built good rapport with the customer. You ask. Or you could attempt an assumptive close. Below are some examples.
Asking Closes –
- Would you like to get started?
- Would you like to give us a try?
- We can get started now if you like?
Asking closes are easier for people new to it but aren’t as effective as assumptive closing. Before attempting an assumptive close, make sure you have control of the sales interaction.
Assumptive Closes –
- I just need your full name to get this started.
- Let’s begin your application.
- So what date did you want to bring your car in?
- What time should I come over to start cleaning the house?
- We can set up a direct debit if you like? – People think this is too much; if you’ve created enough rapport with the person it works just fine.
- To meet your deadline we need to get started quickly. If I could get your card details, we’ll get it all started.
Now you have a better idea on how to close a sale, make sure you use one of the examples in your next sales pitch. See what I did there haha. Good luck to all and remember it gets easier the more you use it. As always leave a comment below if you have any questions, or would just like to say hi!