Many salespeople have attempted to master the art of “closing”. What should be said, how do you say it, and most importantly when is the right time to try and close.
Unfortunately, many salespeople are missing the point. The problem is never when to close…it is whether ot not the prospect is ready to be closed.
First, does the salesperson even know the real reasons why the prospect wants to buy?
Second, has the salesperson heard the budget his or her prospect is ready to spend, and is it enough to afford their product or service?
Finally, can the salesperson clearly articulate how, when, and by whom this decision is really going to be made?
When you have established all three of these criteria, then and only then is it time to start closing. Once your prosect has commited to make a decision, show them how your product or service will fill their needs and they will often close themselves.
Remember, get an answer to all these questions, then you will know, “When to Close”. Think about this before your next sales call, or ask for help from Sales Concepts at 440-575-7000.
Unfortunately, many salespeople are missing the point. The problem is never when to close…it is whether ot not the prospect is ready to be closed.
First, does the salesperson even know the real reasons why the prospect wants to buy?
Second, has the salesperson heard the budget his or her prospect is ready to spend, and is it enough to afford their product or service?
Finally, can the salesperson clearly articulate how, when, and by whom this decision is really going to be made?
When you have established all three of these criteria, then and only then is it time to start closing. Once your prosect has commited to make a decision, show them how your product or service will fill their needs and they will often close themselves.
Remember, get an answer to all these questions, then you will know, “When to Close”. Think about this before your next sales call, or ask for help from Sales Concepts at 440-575-7000.
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