In Closing

Donald Kelly, Closing, Sales from the Street. SalesThe Ben Franklin close, the puppy doc close, the Columbo close, the assumptive close, and the list goes on ー what close do you use?

Many people have the idea of closing totally messed up.

They think that since they’ve come to the “closing” part, they feel it’s the end of the process so they now have to convince the person to make a buying decision. So they tend to trick the person into signing up with their product or service. This just doesn’t sound right.

Here are some strategies to appropriately close your sale:

1. Get your prospects the opportunity to get on the sales process.

Give them the opportunity to tell no. In every phase of the process, give them the opportunity to back out again.

2. Articulate a business case to your buyer.

Breathe a business case to them. Personally, I find the assumptive close to be very effective, provided you’ve already presented a business case to them.

3. The close needs to happen at the earliest part of your sales process.

Ask meaningful questions. Build value. Don’t try to convince them they need to buy your product or service.

Guide them at the first quarter of your sales process. The last part of your process should just be demonstrating the solution, finalizing everything, and getting them on-board.

Today’s Major Takeaway:

Go for building enough value, presenting an effective business case, and the process will naturally lead into a conversion. People want to know you care about them. Build value.

Episode Resources:

Listen to TSE Episode 677: 3 Things You’re Doing that Your Prospects Hate

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TSE Huslter's League, Donald Kelly, The Sales Evangelist, ClosingDonald Kelly, Sales from the Street, TSE, Sales