| Closing a sale is so often presented as if it were | | | | not trying to roll your client under a bus. So your |
| an end-game. However if you use sales | | | | sales agenda is to engage in meaningful |
| conversation effectively your closing conversation | | | | conversation that delivers value and to do that |
| will be woven into everything you say. There are | | | | you have to be with your client. You have to |
| three things you need to know about closing. | | | | understand what he is about and what he needs. |
| 1. Getting off the fence. | | | | That's an affective sales agenda. |
| 2. An organized agenda is not a hidden agenda. | | | | So you get to the end. You get to the point |
| 3. A call to action is not springing a trap. | | | | where you need to prompt your client to make a |
| Whatever you are trying to sell, the first thing | | | | choice. This is where closing happens. But the |
| you have to ask yourself is: How can I deliver | | | | closing has been part of the conversation all along |
| value with my sales conversation? | | | | if you've been engaged with your client. She's |
| That means the real focus is on the conversation | | | | been receiving value and finding out what she |
| and not on the sale. The sale is to be a result of | | | | needs to know about a problem. You need to |
| an effective exchange of questions and ideas. | | | | make a call to action. Tell her straight forward |
| Now it's true that you can engage in a meaningful | | | | what she needs to do. If you've been delivering |
| and enjoyable conversation only to arrive at a | | | | value all along then this is easy and comfortable |
| point where you'd like to wrap it up and yet the | | | | instead of feeling like you are springing a trap. The |
| person you are talking with isn't pulling out her | | | | sales persuasion has all been sensibly woven into |
| wallet. She seems to be stuck with indecision and | | | | the conversation. The sales closing is merely the |
| can't get off the fence. You can tell this because | | | | end of the conversation and the point where you |
| she keeps asking further questions rather than | | | | tell your client what you think he should do. |
| closing the conversation and engage in a purchase. | | | | If you make it your business to offer real value in |
| She needs to be prompted, gently but firmly. | | | | your sales conversation then the closing |
| But let's get back to the conversation. The point | | | | conversation will come naturally. You will know |
| of a sales conversation is to follow a sales | | | | when to prompt your client to get off the fence |
| agenda. Too often that agenda is all about selling | | | | and make the purchase. Your sales agenda will be |
| and fails to deliver value. But the whole point of | | | | to understand your client and his problem rather |
| being a sales person is to make the purchase | | | | than "getting" a sale, and your closing call to action |
| more easily justified and more comfortable. You're | | | | will be truly comfortable. |