subject: The Ez To Follow 4-stage Formula To Close The Deal Pt.2/2 [print this page] Continuing from my previous post, here are the last two steps in my guide to selling more.
The EZ To Follow 4-Stage Formula to Close the Deal
Step #3: Chime In
Let them know what you believe you can do for them. Then ask, If I could do X for you, would that solve your problems or help you achieve your goals? (Feel free to paraphrase here). If they say yes, youre one giant step closer to making the sale. And move on to Step #4.
If they say no, you need to find out why. Chances are youve either misunderstood their wants, needs or goals, or they didnt share a critical piece of information. So return to Step #1, ask more questions, and then go through these steps again.
Step #4: Its time! Time for the Assumptive Close
Once youve offered a solution that they agree will help them reach their goals its safe to assume they want to move forward. Who wouldnt, right?
Dont ask if they want to hire you or buy now.
Tell them what happens next. Here are a few examples to use to indicate that the Sale is closed:
Terrific! Im looking forward to helping you. Ill send you a proposal/contract tomorrow and we can get started.
Why dont we go ahead and schedule our next meeting now. What days are best for you?
If, they start trying to wriggle off the hook now, you need to find out why and address the issue. So go back and start at Step #1 again.
If at First you dont Succeed
Sometimes its going take more than one meeting or contact to make the saleespecially if what youre selling is high priced. So be sure you have solid processes in place for following up with a thank you card, phone calls, videos via email like evidz (dot) co.
Every time you engage the prospect, follow this EZ 4 Stage Formula and close the deal!
