| I had the opportunity to observe a sales presentation last week. She was good: knowledgeable, enthusiastic, relaxed and persuasive. However, when she got to the close, her entire tone changed. I could hear it and I could feel it. It was an awkward and obvious transition that screamed: “Okay, I’m done with my talk. Now, it’s time for you to buy.”
She’s not alone. Many sales professionals are reticent about asking for the order. Perhaps they do not actually believe in their product or deep down inside, they believe that the prospect will not buy. Whatever the reason, when they make the transition from product features and benefits to “The Close,” it is so obvious, clunky and clumsy that, yes, they seriously risk losing the sale.
The goal should be to make that transition so smooth and seamless that it appears as nothing more than the obvious, logical next step in the presentation, which it is.
If you’re an awkward closer, here are a few tips that may help:
The bottom line: Don’t hesitate or change your tone when you make the transition to the close. Keep it smooth and upbeat.
Good luck and good selling.John Ingrisano The Freestyle Entrepreneur 209 Church Street Algoma, WI 54201 (920) 559-3722 www.TheFreestyleEntreprenuer.com
Want more biz tips and support? Visit www.TheFreestyleEntrepreneur.com.
The Freestyle Entrepreneur – winner of the 2010 Top 35 Entrepreneur Blog awards from OnLine MBA.
Copyright © 2010 John R. Ingrisano
Popularity: 1% [?]