Are you choking when it comes time to close the sale? Here are some approaches that will make it easier.
Shakespeare might have put it this way:
To close or not to close, that is the question! Whether 'tis nobler to suffer possible rejection Or to invite the prospect to take action…
Independent Professionals have suffered the angst of closing ten thousand times more than Hamlet has recited his famous soliloquy on stage.
Two reasons:
1) Fear of rejection and
2) Not knowing exactly what to say when closing.
The good news is that, if you understand number two, number one lessens considerably. In this article I'm going to share several closes for various selling situations.
First, imagine that you've had a good sales interview with the prospect. You've listened to their situation, know where they want to go, and you feel confident that your service is a good fit for them. You've explained how your service works, and now it's time to pop the question. But first…
What not to do:
I had a client who did the following every time: "OK, that's how my services work. Why don't you think about it and get back to me and let me know what you'd like to do."
No, no, a thousand times no!!
They'll think about it alright. They'll think themselves out of it. And when you get back to them, they'll tell you to call in three weeks or three months.
You need to ask. But you don't need to blurt out: "Well, would you like to work with me?" No, you can be more subtle than that and still close the sale comfortably. Here are a few ways to do that:
Assumptive Close
