Monday, April 9, 2012

Closing Time

This post won't be very long because closing on the sale isn't too complex. It's emotionally taxing, but not much of an intellectual challenge. You're asking the customer to buy from you. Here are some points on how to close on the sale:

1. Close on a positive, never a negative. Don't fight the prospect; build value before you close.

2. Create urgency for them to buy your product/services as soon as possible. For example, offer a special add-on service if they sign by a particular date.

3. Be clear and succinct when you ask for the sale, projecting confidence that this is the best thing for them. "When can we get started?" "If I send you a contract, can you sign and return it today?"

4. Summarize their accepted Value Propositions for each of their Value Opportunities, and then ask them to buy. When they say yes, begin checking details to ensure they receive the exact products/services.

The Erie Sales Club is a joint effort of four leading local businesses: Jameson Publishing, Marsha Marsh Real Estate Services, VertMarkets, and Howland Peterson Consulting.