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Did you know that the very best of sales professionals are often challenged by the 'close'?
There's a reason for that. In the early stages of the sales process, the skill sets one uses are comfortable for salespersons....they're about relating and listening and sharing information and answering questions. That part is easy.
But then the conversation can get sticky because many prospects are reluctant to make the final decision.
The truth is they're often feeling fear...and so is the sales professional.
In addition, the skill sets required for the 'close' are a good bit different than those used in the earlier stages of the sales process.
Sales professionals often feel forced to step out of their comfort zone and to confront and persuade prospects to come to a decision.
And these skills are a lot tougher to master.
But not impossible.
Follow this four step rule to close sales kindly and efficiently:
1. Be sure that your sales process is created with the close in mind. In other words, the close should be a natural next step in the sales process and one the prospect is expecting and prepared for.
2. Stay close by your prospect's side. If there's ever a time to keep in constant touch, it's during the close. Don't let your prospect's silence intimidate you. Meet it head on.
3. Be sure you create closing questions and closing phrases that are comfortable for you and that come out of your mouth easily. For best results, try these phrases out in advance of the close to see where your prospect's head is.
4. Acknowledge the fear that your prospects are sure to be feeling. Give their particular fear a name. Work together on surmounting it.
Till next time, Happy Closing!
Flo Schell, EdM, is former VP Franchise Sales, Sylvan Learning Systems, Inc, and Founder of Franchise Coaching Systems. Flo can be reached via e-mail at: mycoach@floschell.com and online at www.FloSchell.com.
Sales professionals often feel forced to step out of their comfort zone to confront and persuade prospects to come to a decision. These skills are a lot tougher to master, but not impossible.
Follow this four step ...
Closing sales is considered an art by most, a craft by many, and a science by those who recognize that there are actually invariable rules and a set of specific tools that enable a salesperson to consistently close ...
In a recent video that was released by The Ford Motor Company, Ford's Vice President and Chief Information Officer, Jim Yost indicated that the company has to "share information in real-time" and therefore can no lo...
Flo Schell
(Visit Flo's Website)
Flo Schell, EdM, Former VP of Franchise
Sales, Sylvan Learning Systems, Inc. is
Founder of Franchise Coaching Systems
and can be found at www.FloSchell.c
om. She holds distinction as a
Certified Coach from the Thomas Leonard
School of Coaching. Flo is adept at the
nuts and bolts of selling and at helping
sales professionals to deal with the ups
and downs of their work. She is author of
the new business book, Stop Selling Start
Clicking, available at
www.StopSellingStartClicking.com. Sign
on to her website for free Tele-Gatherings
on topics related to selling and
franchising.
Flo Schell Video - This is a live chat with Flo Schell, Author of the highly acclaimed new business book, Stop Selling: Start Clicking! Flo knows how hard it can be for small business owners to sell themselves and their services. Bringing 20 years of sales experience and featured in Success Magazine, Certified Coach Flo Schell, bases her process on the human connection that she calls the magic click. Listen in as Flo describes why we must master the art of selling...and exactly how to create the magic click.
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