The Close
Presented by Jim Linn Most advisors do a great job in presenting options to their clients, but when it comes for the most important step – the Close, they dance around it and have no process in place. Kinder Brothers International has came up with a simple 5 step process to Close the business (see below). HOW TO CLOSE Because closing the sale is so important, we want to bring attention to it again this week. Here’s a quick review of the five-step closing process. STEP 1 – OWNER BENEFITS. Review with the prospect the highlights of your recommendation. Mainly, you want to cover the owner benefits of the plan you are recommending. You should have at least two to three main benefits. STEP 2 – ASK FOR FINAL QUESTIONS. “Do you have any questions that I haven’t already answered?” STEP 3 – STRATEGIC MOVE. Move the recommendation off to one side and pull the application in front of you. Ask two questions such as: “Who do you want as beneficiary?” “Where do you want premium notices to be sent – to your home or your office?” STEP 4 – GET THE CHECK. Now comes the most important part of selling: “I need your check for $150 for the first month’s premium.” STEP 5 – COMPLETE THE APPLICATION AND ARRANGE FOR MEDICAL. The way you remember this is to keep telling yourself – get the check, then fill out the app. You don’t want to fill out the app and try to get the check. We want to emphasize at this point that you are going to get the check and then fill out the app. You can confidently move through the close when you learn and perfect a set strategy.Asking for the Order: 13 Tips for Sales Closers
Presented by Jim Linn In the tips below, Jeff Beals provides some helpful tips to close the deal or to know when to wrap it up. A few essentials to keep in mind when it comes time to call the question, wrap it up, ask for the order or close the deal:- If you react angrily or defensively when a prospect says no, you could be slamming the door on future opportunities.
- “No” sometimes means “not yet.” Sometimes it actually means “no.” You have to feel it out.
- Don’t panic or overreact when you hear an objection.
- Bad objections are barriers or roadblocks used to get away from a salesperson or to stop the process.
- Good objections are actually so important to successful selling that you might want to be concerned if you don’t receive any.
- Good objections are usually questions dressed up like problem statements.
- Have answers and rationales ready to go for your ten most anticipated objections.
- Even when they are really interested, many clients will wait for you to initiate the close.
- If you truly believe you are peddling value, then there’s no need to be a reluctant closer.
- To close a highly competitive sale, it might help to bring in a dedicated closer, an experienced person of authority who has not worked with the prospect up to that point.
- Be wary of false closing signals. Clients can be very misleading.
- It is better to pounce on a false closing signal than to allow a true signal to go by unaddressed.
- In order to minimize buyer’s remorse, make sure you hit every step of the selling process and every position on the relationship-building ladder.