When approaching the close of a sale, it is important never to ask for an order, instead, you should make your prospect “give up’. The prospect “giving up” means they are giving up on finding other alternative solutions, and giving up on lingering doubts about you and your solution. Sales is all about asking good questions, and through this series of questions you should be leading towards mutual agreement in the context of a joint discovery that it might make sense to do business together. Having a prospect “give up” on their doubts and alternative solutions is much preferred to asking to close the deal. Once your prospect has given up on these things you can then ask questions that lead the prospect into closing the deal voluntarily. Ask questions such as:
“Is that something you’d like us to do for you?”
“What do we do now?’
“What should happen next?”
You could also close with the statement:
“Tell me what happens from here…”
Your closing questions or statement must be casual and seem natural and not forced. It is important to know that for this whole technique to work, it is required that you have trust and rapport with your prospect, or you will not acquire the sale.
testacr22
I agree that your closing questions or statement must be casual and seem natural and not forced. I also love that you said having a prospect “give up” on their doubts and alternative solutions is much preferred to asking to close the deal. Overall this is a great blog
This is the preferred option for sure. But there is no reason to beat around the bush, waiting for the customer to ask to buy the product. As a sales person, they are expecting you to ask for the sale.
wow, Oliver. this has been a joy to read. I extremely appreciate how you included examples on how to make your prospect. It further made me understand what you were saying as well as helped me imagine using that information. overall well done. I also appreciate the pictures.
I think this is very important because a lot of times people can be uncomfortable in a situation where the sale is not going well for them. The natural response is to try and keep going for the sale, but to be able to back off and be casual about it is smart.
I like what you have to say, but I agree that this is not as easy as it seems. The customer is not always going to wat to ask for the product so you must do it thoughtfully through questions.