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.
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