The biggest fear people experience is the fear of rejection. Many times, it stands in the way of your ability to ask for the sale or close the deal. Unfortunately, the sales pitch is the combined fear of losing a deal and a fear of public speaking wrapped into one intimidating experience. To overcome the fear, there are three things you must remember.
- Be mentally prepared for the closing.
- Remain adaptable during the close.
- Be sure the timing is under your control.
Mental preparation begins when you realize you cannot close every deal. It is a numbers game. The adage, “you win some you lose some” is very true in the sales arena. As you go forth and acquire new clients, you are going to kiss a lot of frogs before you find your prince or princess. So prepare for these momentary defeats as you progress.
If you start with a firm foundation, it will build confidence and it will lead to a higher closing rate. Your foundation is all the information you acquire and organize as you begin the entire sales pitch. Closing the deal is not something you can do unless all your ducks are in a row. You must know your product or service inside out, and you have to know all of the weaknesses that must be addressed during the sales pitch. Not everyone is going to be as excited about doing business with you as you are with them. Knowing this, it is important to understand the necessity of creating the excitement as you go through your presentation.
- Have you provided enough evidence to support a conclusion they cannot live without your service?
- Have you addressed all the potential challenges so your service stands alone as a necessary component in the client’s arsenal?
- Have you completed all the steps in your selling process?
Ultimately, when you stand up to close the deal, you must know you have given them sufficient information to reach a conclusion in your favor before you ask them to do so. Therefore, your closing pitch or argument must be outlined to encompass all the highlights of your presentation. The highlights are the reminders and triggers that will allow them to make a conclusion on their own. No one wants to be forced into a decision, nor does anyone want to feel a decision was made for them. It should be your goal to feed your prospect enough information through the presentation itself so when you highlight the information in the closing, the path is clear. When you’re making your final pitch – and you watch heads shake in acquiescence –it’s comforting to know you’ve done your job. As a result, ever so often they will say yes even before you ask; and that is when you know you have done well. Just do not expect it every time or you will be disappointed.
Be adaptable in your presentation. Adaptability is your ability to relate to the prospect or prospects. Being able to communicate and be understood while keeping both your integrity and objectives intact. The last thing you want to do is sound like a con man. A con man is always ready for what’s in it for them. They will talk circles and bring it back to their own needs and wants. A good closer knows how to keep the focus on the prospect and answer their wants and needs. You must identify with the prospect, and they must be able to identify with you.
- Maintain consistency in your actions and speech so the true you shines
- Address the highlights of your service to remind them of your effort to answer their questions
- Anticipate their challenges and address them truthfully and honestly
Make sure your prospect is ready to close before you ask. Pay attention to the reactions of those in the room. Whether it is one person or several, you must be sure they’re comfortable with what you are selling. You must make sure they’re comfortable with you. Your ability to anticipate and address their questions will give you a feel for their comfort level and their readiness to give you a yes.
Sometimes, a trial close is the best option. For instance, you may turn the question or question or mission on them to see if they understand the importance of your product.
Consider whether you have addressed all the areas of objection in your closing.
- Have you established trust?
- Have you financially qualified your prospect to be sure they can afford your service?
- Have you provided them all the positive information they need?
- Have you provided them a comfort level so they’re ready to make a positive change to their business?
Get the YES! In the end, you can only win if they win. s