Rule #31 Close the Sale of Close the File

Rule #31 is a very important step in the ending of a sales conversation. The close of the sale or the file is essentially when your prospect is saying no. When a prospect does say no, we then look into what the next step is for what we should do. We need to look at the possible meaning, and we need to go into the “how to overcome objections” mode. As a salesperson, there are three questions that are always being pursued. Those questions are “Is this a good fit for both of us?”, “Is this person willing to work with me?”, and finally, “Could my efforts be more productive somewhere else?” These questions are important as a salesperson because you need to make sure the prospect is willing to work with you and that it is a good fit for both of you. A lot of people want to say no, but it should become clear to you when you make it to that point at the end. At the end, you should know, but if you don’t, then it is a good time to ask. The goal is not to get the prospect to say yes, but to get them to agree on discovering the process to work together going forward. The question to ask is, “Do you think there is a good fit for both of us?” This question makes the prospect give you a clear answer and helps guide you and your questions going forward. This rule is so crucial because if the decision is not going to work for both companies, then it is not going to be a good investment for either. It will only be a good fit if you can deliver the services for the investment and if they are willing to make the timeframe work in an ethical manner for both of you, which is appropriate. In Rule #31, if this is where you get and it comes down to the timeframe or service not being a fit, then you might just ask, “So, should I just close the file?. This will give you the final answer you need to hear the prospect through and finally make a decision if you should go forward or go ahead and close the file and move on to the next prospect that might fit. Overall, Rule #31 is a big step in the sales process that is needed in order to get clarity from your prospect so you can move forward to the next step if this product or service doesn’t apply to them or you.