Most closers have been taught to ask for the deal, and some actually do. After finishing a presentation, they will say something like:
"So how does that sound?" (Weak closing attempt) or,
"Have I answered all your questions?" (They then expect or hope the client volunteers to buy -- again weak) or,
"Would you like to place the order now?" (Slightly better, at least they're asking for the deal) or,
"So let's get you started..." (They then wait for the prospect to say yes or for them to keep asking questions--still not good enough)
The problem with all these closing attempts (and these make up 80% or more of how most sales reps do it) is that it leaves the decision up to the buyer.
The top 20%, on the other hand, don't ask for the deal, rather, they assume it and take the prospect all the way through the close. Here's how they do it:
"Great ________, so let's get you started with this. You are going to need a pen and that purchase agreement I sent you. It's the document at the back in red, do you see that? Great, now go ahead and start by filling out..."
See the difference? The top 20% know they are dealing with qualified prospects (since they qualified them by asking the tough questions), they used trial closes so they know where they stand, have answered some questions, and now they know that it's time for the prospect to buy.
But they don't leave this very important decision up to the prospect.
Rather they keep control the call, assume the deal, and take their prospect all the way through the close. They know that after they've done all this work, they deserve to get the deal and the prospect expects to buy.
This is a powerful Top 20% closing secret, and you can increase your closing ratio by 50% or more by using it. But don't take my word for it -- try at this week and watch your sales soar.
Wishing you a great week.
Copyright @ 2006 Mike Brooks
Mike Brooks, Mr. Inside Sales, has been a top 20% producer for over 20 years. He works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. Sign Up for free to the award winning FREE Ezine, "Inside Sales Secrets of the Top 20%" http://www.mrinsidesales.com/ezine.htm To read more about Mike Brooks click here. Mike Brooks, Mr. Inside Sales, offers FREE Teleseminars, FREE Closing Scripts and a FREE audio program designed to help you double your income selling over the phone. If you want to Close Business like a Top 20% producer, then learn how at: http://www.MrInsideSales.com |
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