THE BIG SECRET CLOSE TECHNIQUE ~
I’ve often been asked what is the best way to close at the end of a sales presentation. Is there a Big Secret Close Technique? It’s as though the top sales performers have a secret final close they use and when unleashed, it gives the prospect no alternative other than to buy.
I can reveal that this big secret close technique does not exist, unfortunately.
The secret is the difference between a TELLER and a SELLER. A teller, is more of a tour guide rather than a sales professional. They meet their prospects and simply tell them what their product does. Prospects may be allowed to comment on a couple of occasions, but that interferes with the flow of the teller and is usually kept to a minimum. Tellers have incredible product knowledge and are very eloquent when explaining the detail. They carry a pile of business cards as this is what is given at the end to the majority of THINK IT OVER prospects. Tellers are the one’s that are convinced the secret close exists.
A seller, is a professional that understands the need to engage their prospects from the very start. Great sellers have the same product knowledge and eloquence as the teller but they ensure the prospects participate in the presentation. Sellers encourage their prosects to contribute both positive and negative comments. The responses the prospects give are discussed and resolved or the seller has added value to what is being offered. A great seller knows the key that unlocks the sale is the total understanding of their prospects.
Here’s a few tips!
How quickly the product knowledge is delivered is not the answer. It’s about what’s relevant to the prospects at that moment.
Assuming the prospects are accepting what you are saying is also not the key. Clarifying if they agree or disaree with what you are saying is the goal you are trying to achieve.
It’s not making it work for you. Allow the prospects to buy through understanding their needs and fit the product around those needs.
No matter what magical words you can conjure at the end, nothing will make your prospects buy if they are not allowed to do so during the presentaiton. The sale is not made in the final moments with a handshake. That is just the agreement! The sale is made thoughout the entire presentation