No other step in the sales process causes more reps to break out in a cold sweat than closing. This is your make or break moment.
Are you selling something highly specific? Is your product or service most valuable to a certain niche of buyers?
There are no new objections. You’ve heard them all before.
Rarely does a week go by that I don’t receive calls or emails from professionals who are frustrated with their closing rates.
If you’re still not closing at the rate you want, here’s what you should try next.
Are you blaming the prospect when you can't close? Are you telling the boss it's the prospect's fault that you can't set an appointment, or they won't order now?
The end of the year will be here before you know it. And the accounting will begin. You know what I’m talking about.
You’ve led the prospect through the sales funnel. You finally ask, despite heart palpitations and hand sweat, for their business. And the answer is…no?
In sales, wording can mean the difference between closing a sale or walking away disappointed. Language plays a big role in success, and not just because of its subtle influence over buyers. Saying the right thing also lends confidence to the seller, and we all know confidence is a major key to closing.
Power statement: a statement that makes your product or service outstanding, understandable, credible (incredible) and buyable. A (non-traditional) statement that describes what you do and how you do it in terms of the customer and his or her perceived use or need for what you're selling.
There may be one sales challenge that you’ve never considered: Yourself. Some sales reps find themselves at the close with a ready and willing buyer, only to make a mistake and cause the deal to fall through.