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Testing For Buying Interest
A close is really a beginning. It is the start of an ongoing relationship. Even if you sell something that the prospect won't be needing again for several years (like a house), you still want to keep in contact with your buyers.If the interview has gone well and your prospect seems interested, start closing the sale. Too many salespeople don't initiate a close. Instead they say, "Why don't you think about it? I'll leave you this brochure. Call me when you've decided." They leave business on the table for a competitor to take.
How do you know when to close? A good time would be when the customer asks about delivery, or payment terms. You can close too early, which will annoy the prospect. The sense of when to close comes with experience.
A close is really a commitment. This may not mean actually getting a signed order, but could be a commitment for another meeting, for a demonstration, or an okay to quote. Closes take many forms depending on the industry.
Salespeople are constantly looking for new ways to close. If a salesperson has done the required homework in qualifying, information gathering, and addressing specific benefits to the prospect, closing should not be difficult.
Take Your Prospect's Buying Temperature
Periodically, it is important to take a prospect's buying temperature by obtaining feedback. Here are some samples of how to do this:
"How does that fit your plans?"
"What do you think of this idea?"
"What do you like most about what you've heard?"
"How does this fit into your business and personal objectives?"
"I'd appreciate your objective opinion on this particular feature; would you mind sharing your thoughts with me?"
"Assuming we went ahead with this, how many would you need on the first order?"
Sample Closing Phrases
Sometimes salespeople have trouble voicing the right words to initiate the close to a sale. Following are a few phrases you may wish to adapt to your situation:
"Which would you prefer, the red or blue?"
"Please sign here so we can tart you on the plan today."
"This is how it works. I'll need your signature today so we can send the information to the credit department and simultaneously to manufacturing. You will then receive your widget within 3 weeks."
"Would you like to be billed on the 1st or on the 15th?"
"Should we ship this to your office or to another site?"
"I'd be delighted to order this for you today."After receiving a commitment from the prospect, summarize what he has agreed to, set a date for your next call, and thank the customer. Above all, don't walk out before getting some type of commitment.
© 1988 Morgan Seminar Group
_______________________Rebecca L. Morgan, CSP, is a dynamic speaker and seminarist. She is the author of four books, TurboTime: Maximizing Your Results Through Technology, Calming Upset Customers, Life's Lessons: Insights and Information for a Richer Life, and Professional Selling. For information on her speaking services, books, and tapes contact her at 1440 Newport Ave., San Jose, CA 95125, 408/998-7977, 800/247-9662, fax: 408/998-1742, rebecca@RebeccaMorgan.com, www.RebeccaMorgan.com. Please contact Rebecca for permission to reprint or repost this item.
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