The Strategy of Closing the Sale | Professional Selling Skills Sales Training | STA

You may have invested months or years developing a relationship built on trust with a prospect. You do not want to destroy the trust you have built by having your prospect feel like you are strong-arming her. On the other hand, many prospects will appreciate a nudge from you to begin working together. Executive decision influencers, in particular, are responsive to closing statements or requests.

When you fail to ask the prospect for his business, he may get the idea you are not interested. But, many novice sellers use closing statements poorly. They use the statements too soon and come across as pushy. Or they use the statements too late and come across as disinterested.

Here are three closing techniques that may work for you under the right circumstances:

1. Direct close.

The direct close is the easiest to use. It requires little preparation. A firm commitment to use the direct close appropriately on sales calls after you completely understand the prospect’s needs and wants will help you be more successful. Here are a few phrases you might use:

• “There is only one question left. When would you like us to begin working for you?”

• “Do I have your approval to go ahead with this schedule?”

• “Does this agreement suit your expectations?”

• “Do I understand you correctly that we have your business?”

2. Sharp angle close.

A huge mistake I see professionals make occurs when a prospect asks you a question about your ability to provide something. This request usually excites the novice seller into thinking you have a sale. The prospect says, “Could you represent us in tax court?” If you jump right back and say, “We sure can. My partner Bill has successfully represented many clients in tax court,” you are missing a good opportunity to close.

A more appropriate response from you might be something like this: “If you knew we could do a good job in tax court for you, would that be a key decision factor in hiring us?”

3. Change places close.

This close asks your prospect what he would advise you to do to get the business. It goes something like this: “George, your company is a perfect fit for our firm. We help several clients just like you with their businesses. I really want to work with you. If you were in my shoes, what would you do to get you to say yes to our proposal?”

Conclusion

Don’t be afraid to ask for the business. But when you do ask, pick the right time and method, and don’t be pushy.