On one level, I realize that in order to do business, you have to ask for the business. However, if you've read any of my previous posts, you probably know that I am not fond of the concept of "closing."
That's because I believe "closing" is unnecessary, in the traditional sense. In fact, I believe that if you have to close, you don't know how to sell.
That being said, if you feel compelled to gain commitment from a customer after having a discussion, the following will help you to set that "close" up in a manner that is a natural flow, an easy decision for your customer.
Simply put, here it is…
After you've done an extensive job in your sales process, and you're getting to the point of offering a logical, viable solution based on the customer's needs and
intended outcomes, asked the following question before you ask a closing question:
"Mr. customer, how do you see this helping you achieve your outcomes?"
What this does is give the customer the opportunity to restate, and reconfirm in his own mind what it is he has partnered with you to build and develop. That way he doesn't feel like he's being sold, he feels like he's just taking the next natural step in the buying process.
Once he has verbally affirmed and confirmed his specific assessment of the value you're adding, it will be a lot easier to ask him to finalize the business, or at
least take the next step in the process.
If you ever find yourself encountering objections, resistance and hesitation
whenever you ask a closing question, back up and ask this value question before
the closing question. Watch your results skyrocket!
LET ME ASK YOU THIS? How do you naturally and authentically ask for the business?
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