subject: 9 Steps To Close More Sales [print this page] There are typically three things that salespeople want to know how to improve and these include (1) see more people, (2) manage their time better and (3) close more business.
Years ago, I was taught that the close is an affirmation of the conversations a salesperson has had with the prospect. The problems arise if the qualifying steps were not as strong as they needed to be to set up the closing in an effective way.
Let's do a quick recap of what should have happened during the qualifying process and prior to a salesperson showing up for the close: They should have:
Built a relationship based on confidence and trust
Identified the motivation or compelling reason for the prospect to take action
Had the prospect tell them that they wanted to fix a problem or that they need a currently unrealized benefit
Come to an agreement with the prospect that they will invest time, money and resources to fix the problem
Agree to a decision making process that includes:
1.The salesperson providing a solution that fits their specifications
2.The salesperson offering a solution that is within their budget
3.The salesperson answering all of their questions
4.The prospect agreeing to be prepared to make a decision of yes or no
Sent an as we agreed to letter
Followed up the as we agreed to letter with a phone call confirming the contents of the letter
If, in fact, the salesperson has done these things, then the close should be an affirmation of everything that theyve already agreed to. If the salesperson has not executed on these items, there will be trouble at the time of close.
Here are the 9 steps that will help every salesperson close more sales:
1.Make sure that every step noted above in the qualifying process is executed
2.Prepare to be dazzling. Salespeople must prepare completely for the call. They should find their sales manager or their co-worker and role play the call. They should not leave the office to go to the appointment until they have done a run through
3.Review with the prospect the reason for the meeting and presentation:
oThere is a problem that needs to be solved
oThere is an agreed to investment to solve the problem
oThere will be a decision today to either solve the problem or not solve the problem (They will tell the salesperson yes or no)
4.Place their 3-page presentation in front of the prospect:
oPage 1 - cover sheet
oPage 2 - list of problems identified in the qualifying process
oPage 3 - list of salespersons solutions to their problems
5.Ask the prospect which problem they want to discuss first
6.Provide the solution and answer all of their questions
7.Ask the prospect to rate the solution such as, "On a scale of 1 to 10, 10 being perfect, 1 not an option, which is it? If it is 7 or better, the salesperson is in good shape, but if the prospect does not have all of the information they need, they will now have to ask them "What information do you need to get to a 10?"
8.Proceed through each solution in the same manner
9.When all of their solutions have been presented, they should ask the question, "What would you like to do now?"
If a salesperson has followed the qualifying steps above and executed these 9 closing steps, they will get a decision. But remember, a decision can be yes or a no. Certainly every salesperson wants to hear yes but they should consider a no a good option as they are not left with Ill think it over, which is the worst answer a salesperson can get.
Tony Cole's Sales Brew Blog (http://blog.anthonycoletraining.com/Sales-Training-Sales-Brew/)
