Closing sales is about keeping pace with the customer or prospect
Closing sales is all about meeting your prospect where they are at. In the traditional sense of sales, the whole process can feel icky, slimy or manipulative. Traditional sales feel un-natural to the prospect. When this happens, the prospect feels pressured and could make an emotional decision, which quickly backfires on the salesperson.
Boy, I gotta tell ya…I had an incredible interview with James Muir. He’s a speaker and best selling author of ‘The Perfect Close.’ I learned very quickly that his 30 years in sales experience, has made him the expert in teaching us all how to be a successful sales professional.
Statistically, sales don’t move forward because most salespeople;
- don’t know how
- or have the experience too;
Move a deal forward without feeling manipulative. Knowing what to say is imperative during prospecting and closing sales.
How to move your deals forward…
Most salespeople are scared to ask for a sale because they are afraid of ruining the relationship, so they just don’t ask or move forward. Basically, they do nothing.
Closing sales is about taking an assessment of where you are in presenting the deal. Frankly, the simplest way to do this is to ask 2 questions. With the first question, there are only 2 answers they can give you; yes or no.
Here are the questions…
- Does it make sense for us to ________? (Insert advancement)…This allows the sale to move forward when the answer is “YES.” If the answer is “NO” then simply ask;
- What do you think the next step is then? 90% of the time your prospect will feel comfortable enough to lead you into what should happen next in the sales process.
Consequently, the beauty of these questions, whether your answer was a “yes” or “no” you end with a sale or a suggestion of how to move the deal forward. Talk about a win, win! This formula advances you in closing sales at a pace your prospect/customer feels comfortable.
This is just the tip of the iceberg. I’ve learned so much more valuable information from James Muir and his book ‘The Perfect Close.’ Make sure to pick up your copy to learn more about closing sales with a win, win situation between the salesperson and prospect.
Relationship Marketing process…
What I love about this is “the relationship marketing sales process” in how relationship marketing has transformed the way people succeed. Reality tells us that most salespeople are stuck in the traditional way of closing sales. For that reason, no relationship is built because it’s all about getting the sale or nothing at all.
In contrast to traditional sales, if salespeople would realize that not only does relationship come first, in “relationship marketing” relationship is the only thing there is. As a result, you may or may not get a sale, but the relationship you create will either bring you a sale or a referral. Nonetheless, focusing on relationships is much more powerful than focusing on closing sales.
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