First and Foremost let me start off with this...
There is absolutely no reason whatsoever for there to be anything adversarial during the close. If there is any abrasiveness or friction brought into a close,
90% of the time it is the salesperson who does it.
I have seen this far too much over the years. I have sold a myriad of products, and have been successful at all of them by following a few simple steps
that KEEP ME IN LINE, AND MY EMOTIONS IN CHECK.
The old bullshit way of "when you and the customer sit down to negotiate the deal, now the BATTLE BEGINS," is antiquated and ridiculous. I was taught very early in my sales career that if I followed a systematic way of closing, there was no reason for the sale to devolve into a combative transaction.
If you can change your way of looking at the close as just another step in your presentation that goes from A to Z then it will not feel as daunting.
There are many good systems available that can be followed to assist you with this, I am going to show you mine that has worked for me for the last 25 years. It doesn't take much to understand this, however it will take some practice. So if you are ready to increase your sales closing percentage, I am excited to show you my way of doing this. So let's get started.
By the way, if your presentation has been designed correctly, much of what you are doing here at the close will have already been covered. You are just bringing it back to the forefront of your prospect's mind. You are literally reminding them of items they have already told you. You should have been asking your prospect PRE-CLOSING questions throughout your presentation to determine where THIER THERMOSTAT setting is.
You see a MASTER CLOSER, is always paying attention throughout the presentation.
The old saying of ASK BETTER QUESTIONS,
AND YOU WILL ALWAYS GET A BETTER ANSWERS,
will now become your greatest asset.
You had better pay close attention to the responses you receive.
ONE MORE TIME,
THE MAIN OBJECTION TO ANY SALE
WILL USUALLY BE THE PRICE.
So you had better know the ways to handle this is a relaxed and professional way, for if you get flustered in any way here, you can KISS YOUR SALE GOODBYE, because that prospect is going somewhere else.
Do not give some other salesperson your commission that you have worked so hard to obtain.
Now is the time to live where the Professional Salespeople live. So listen and learn.
Let's use our good old friend THE CAMEL MERCHANT
Mr. Camel Merchant and Mr. Prospect are headed into the tent to finalize the deal. Mr. Camel Merchant has done his due diligence. Mr. Camel Merchant has taken the Mr. Prospect for a test ride, he has found the perfect camel that has best hauling capacity, he also found one with the perfect size humps for Mrs. Prospect. It's the perfect mode of transportation for Mr. Prospect and his family, you name it he's covered it. Mr. Camel Merchant has now presented Mr. Prospect with the Price / Payment. Let's check in to see how the negotiation is going.
1. REITERATE WHAT THE PRODUCT WILL DO FOR YOUR PROSPECT
Mr. Camel Merchant
"Mr. Prospect, I just want to make sure that this camel is going to take care of everything you and Mrs. Prospect WANT & NEED for your family.
It has the best hauling capacity in it's class, eats less hay, which is better for emissions. We have the saddle and blankets you guys want. Is there anything else you guys would like to have with this camel"
Mr. Prospect
"I think you taken care of everything that we need
with this mode of transportation."
Mr. Camel Merchant
"Ok, with everything you guys need to have with this camel, the nice thing is that we can get all of this to you for
ONLY $12,000.00 shekels, with a small payment of
ONLY $259.00 shekels per month.
All I need you to do is to sign here on the papyrus,
and we can get this camel all shined up and ready to go for you."
Then he needs to follow it up with this...
"Oh, I almost forgot to ask you, would you like your payment to be in the middle of the month, like the 10th or 15th or toward the end of the month like the 22nd or 25th?"
(Mr Camel Merchant extends his hand,
then he needs to shut up and act as though,
that the price is not that big of a deal.
Done correctly, resistance to offers presented this way,
are much lower)
However Mr. Prospect has some hesitation....
Mr. Camel Merchant will need to...
#2 RECOGNIZE AND UNDERSTAND THE PROSPECT'S NEED FOR A WIN.
EXAMPLE #1
Mr. Prospect
"Your price is too high."
Mr. Camel Merchant
"Mr. Prospect, I know you have a reason for saying that, could you be just a bit more specific. Is it the Price of $12,000.00 shekels, or the payment of $259.00 shekels a month that you think is too high?"
(Mr. Camel Merchant is isolating what
the main objection of the price is here,
HE NEEDS TO SHUT UP
AND LET THE PROSPECT ANSWER.
He is recognizing and understanding the issue,
and making the customer figure out the solution.)
Mr. Prospect
"It's the payment of $259.00 shekels per month."
Mr. Camel Merchant
"So if I am hearing you right, and I think I am.
If you had a lower payment, that would help you out; right?
What sort of payment could you handle per month,
without putting a strain
on your other monthly obligations?"
(Mr. Merchant is using a compassion style of close here)
(Extremely powerful)
Mr. Prospect
"I can handle $244.00 Shekels per month."
Mr. Camel Merchant
"I'm not saying we can, but if we can get you to around $244.00 Shekels per month, this would help you out, Right? We could then have you guys riding out on this new camel. I just need you to sign here on the papyrus, so I have something to show the Chieftain, give me a moment and I will be right back."
(Mr. Merchant extends his hand)
#2 RECOGNIZE AND UNDERSTAND THE PROSPECT'S NEED FOR A WIN.
EXAMPLE #2
Mr. Prospect
"Your price is too high."
Mr. Camel Merchant
"Mr. Prospect, I know you have a reason for saying that, could you be just a bit more specific. Is it the Price of $12,000.00 shekels, or the payment of $259.00 shekels a month that you think is too high?"
Mr. Prospect
"It's the price, the Misses and I found another Camel right down the path, for about $1000.00 shekels less than what you guys are asking for this one here."
Mr. Camel Merchant
"Mr. Prospect, are you talking about the cost of the camel or the price of the camel."
Mr. Prospect
(Mr. Merchant should get a response like this)
"I'm not sure what you mean, what's the difference."
Mr. Camel Merchant
"Mr. Prospect, Price is just a one time thing, however the cost of owning a camel, is where the real money comes into play. If that camel down the path has some extended rear end issues, that end up costing you $2000.00 shekels.
If that happens, what's the actual cost of the camel?
With our bridle to butt warranty that we have on these models,
we have you covered. In the end, our models end up costing fewer shekels over time."
There is an old saying
"The bitterness of poor quality will long remain,
after the sweetness of that bargain price
has been long forgotten."
"Does that make sense?"
However, I understand the value of saving a shekel when it's possible, if I can get the chieftain to save you a shekel or two, would that help you out? Ok, let me go talk with him."
(Mr. Merchant extends his hand,
and is the ally of Mr. Prospect.
One other note, Mr. Camel Merchant held out his price
without becoming confrontational.)
CLOSE, CLOSE CLOSE
Mr. Camel Merchant
Ok, the chieftain got the payment approved for the $249.00 shekels per month. Once again, just to make sure. What day would you like the payment set up for, the middle of the month, or the end of the month?
Mr. Prospect
"It would work better for us around the 16th or 17th of the month."
Mr. Camel Merchant
"Ok, I will make sure that it is done for you the 17th of the month. I'm excited for you guys, this two hump camel model is my favorite. We are giving it a quick shine for you it will be ready in just a few minutes. By the way if you have any friends or family members who are in need of a good camel at a fair price, would you mind referring them out to me? I make sure that every referral gets a $50.00 shekel referral fee sent to the person who referred me out. Here's a few extra cards to take with you. Once again, I am so honored to serve you and your family."
I want to reiterate this for the final time.
Once you have a win / win, YOU CLOSE!!
I have seen far too many salespeople start to get diarrhea of the mouth talking about nonsense that has nothing at all to do with the sale. It looks stupid to the and disingenuous to the prospect. The transaction has been concluded. The client just wants to be on their way. If you start adding unnecessary conversation after the close, you may end up unwinding a sale that previously had been closed. Be a pro and shut up. Always ask if the customer has further questions, however to not go overboard. I cringe every time I see a salesperson start to over-speak, after a sale has been commenced.
I have been using this closing process for years. I cannot take 100% credit for all of it, as it is a combination of what I have watched other closers use over the years as well as what I use daily. As I stated previously in other posts, there are many systems out there that work. If mine works for you, that's great, and I am thrilled to have helped. If mine does not work for you, find one that does and use it. This is all about results, meaning more commissions for you, and happy customers that enjoy referring you out.
You need to figure out what works for you and stick to it.
In the examples shown, not at any time did Mr. Camel Merchant lose his cool. Remember the close should never be adversarial. It should always be one person who is there to help the other.
The cool thing is that you are getting paid well
to be the person who is the one providing the help.
That's pretty cool.
Da Bear