| To close more sales you need to add just one | | | | consequences can be a much stronger motivation |
| important sales closing skill to your selling process. | | | | to take action than positive benefits. |
| This selling technique is a final motivator that | | | | Take some down time and write a list of all the |
| influences the buyer to take action now and | | | | possible reasons that you could give to a buyer |
| agree to the sale. Use this sales skill and you will | | | | that would motivate them to buy from you now. |
| increase sales and earn more money. | | | | Include negative consequences of putting off the |
| Think of time when your sale followed a smooth | | | | commitment to a sale and think how you can |
| process with no major sales objections that you | | | | paint pictures of two future scenarios. One should |
| couldn't answer. You gained agreement throughout | | | | be of the consequences if they don't buy and one |
| the sales presentation and then added a nice | | | | of future benefits of taking that small step and |
| closing question. But the buyer still didn't commit | | | | making a decision to buy. The most common |
| to buying from you now. They haven't said no, | | | | benefit used in all sales markets is price. It is also |
| but they will not give you a yes now. They give | | | | the most used negative consequence used to |
| you weak reasons why they want to think about | | | | push buyers into buying. This is when there is a |
| it, or call you back. If you start pushing them for | | | | price offered but only if the prospect buys today. |
| a decision now it could become confrontational | | | | Many sales people, and marketing adverts, use a |
| and you may lose any chance of gaining the | | | | believable reason why the buyer will save money |
| business in the future. So what went wrong, | | | | by signing on the dotted line now. Spare capacity |
| where was the mistake, and how do you avoid | | | | on vehicles or workload, a bulk buy of limited |
| these vague objections to commitment in the | | | | stock, or an imminent change that will raise the |
| future? | | | | price in the near future. |
| The answer is to include a reason for the buyer | | | | Your motivator to buy now doesn't have to be |
| to take action in your sales presentation and | | | | price. It can be any benefit you like, as long as it's |
| motivate them to buy from you now. Often the | | | | a benefit for the buyer, not just you. The bigger |
| only thing stopping the sale is getting the buyer to | | | | the benefit the more it will motivate them to |
| take one last step and say yes. The reason it's | | | | agree the sale. The motivator can be any |
| difficult is that often the buyer has no reason to | | | | consequence that the prospect may suffer if |
| buy now from you. Unless they have their own | | | | they don't sign today. The more believable you |
| reasons for needing your product or services | | | | make your reasons for the buyer to take action |
| now, there is no urgency for them to sign on the | | | | the more effective they will be. Take some time |
| dotted line. So you need to add a sales closing | | | | to invest in yourself and add this final sales closing |
| technique to give the buyer that one last push | | | | technique to your sales skills. You will close more |
| and see the benefits of buying now. You can also | | | | sales, grow your business sales, and earn more |
| use any consequences of not buying now that | | | | money. |
| are linked to your sales proposal. Negative | | | | |