Closing Sales Without Asking Customers To Buy

Even though closing sales is a topics many sales people want to learn, studies show that few sales situations actually end with a close. Many times the salesperson simply gives the customer a card and a quote and sends them away.

Why Some Fail To Close - If a large percentage of salespeople fail to close regularly, there must be reasons for this. We need to examine these reasons and how to get past them as a first step in helping you close and earn more.

Fear Of Rejection - Deep down inside, we all fear rejection. In fact, we seem to fear it so much that we will jeopardize our income and success just to avoid rejection. To overcome this fear, you need to take a few steps which we will outline here:

Making Closing A Habit - You either have a habit of closing or you have a habit of ending sales situations without closing. WE salespeople are the ones who stop many sales from happening. Often, we are the ones who prevent the sale by writing a price or giving a quote and sending the customer on their way. We are the ones who end the sale without closing? Do you ever find yourself setting up the time for your next meeting or phone call instead of asking the customer to buy? To be a good closer, you need to make a commitment to close and to use the technique we reveal in this chapter to get in the habit of closing. The fact is that great salespeople attempt to close far more than poor salespeople. Just trying to close at every opportunity will make you a bigger success in sales. Set A Reasonable Closing Goal & Monitor It - I am always amazed that many salespeople do not have a goal for closing and do not know their closing rate. Many salespeople know more about their golf game or baseball than they know about their sales skills. To be a success at closing, you need to have a reasonable goal. No one can close them all. I suggest you start with a low goal like one sale in every 10 presentations. Then, honestly keep track. Don't fail to count some customers because they "weren't interested". If you did a presentation, count them and count how many times you attempted a close and how many sales you got. Once you know your numbers, you can work on improving them gradually.

Using A "Deal Pack" - No matter what product or service you sell, I recommend using a "deal pack". A "deal pack" is simply a catalog size (about 9" X12") envelop that you fill with one copy of every form you need to make a sale. It could contain an order form, a finance application, credit card slips, installation form, truth in lending disclosure etc. The deal pack serves several purposes:

It Sets The Mood - When you arrive at the customers' home or office; it is very important top begin by asking lots of questions about the customer and what they need or want. During this discovery, you give a casual appearance and ask questions in a relaxed and friendly manner which helps the customer to "open up" and talk to you. Toward the end of the discovery, as you are listening and chatting, you take out a "deal pack" and you casually open the envelope and take out the papers with the order form on top and place them in front of you. You do this very casually and without drawing attention to it. The customer sees you do this and it tells them tat you plan to get a sale today. Because it is casual and you draw no attention to it, very few customers will ask about it or mention it, but this action sets the mood for them and for you that a sale is expected today. All you do is leave the forms out ready to use at the proper time.