The Art of Closing – Part One
SECURING THE DECISION AND OBTAINING AN ORDER
Closing is so often regarded as the most difficult part of the selling process. But this should never be the case! Getting the order from a prospect whose interest and desire have been secured and whose objections have been effectively eliminated should simply be the next logical step in the process.
By the closing stage, the prospect has already been convinced that he NEEDS the products; he has the means to pay for them; he WANTS them and he feels assured that they will satisfy his needs. Thereafter, it would seem that getting the order is the natural course of action to take and is really a mere formality.
Perhaps closing is regarded as being difficult because of a salesperson’s inability to secure a “yes” in the final stage of his presentation. However, if the salesperson has been successful in his pitch then the prospect should be primed to buy. So if the prospect says “no” even after his objections have been properly handled something new must have come up that has balked his desire; or the salesperson has failed to perform some final service for the prospect that has prevented completion of the sale. It’s up to you to discover what may have gone wrong and then jump into action in order to secure the order.
Of course, it is difficult to close a prospect whose objections have not been efficiently and effectively dealt with. It’s even harder to get an order from a prospect whose desire for the products hasn’t been aroused. The sale is nearly impossible to secure if the prospect has shown no interest either. If any of the steps of the selling process have been handled inefficiently then closing the deal becomes all the more difficult.
Next week: The First Step of the Closing Stage
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