How does a salesperson ‘ask the customer for the business’ without sounding obnoxious? How does one close the sale without being or feeling like a jerk? How should salespeople conduct themselves at the crucial 'close' stage' of the sale, so that they do not inadvertently end up causing the customer to shut them out?
This post examines the reasons the 'close' often turns into an unpleasant, if not an outright nightmare, situation for both customer and salesperson.
It also suggests how salespeople can effectively close the sale.
18. (If you haven’t done these, then barring a stroke of luck, fat chance you
will be able to close)
19. The best way to 'ask for
the business' is to first
check with the customer if
all their
queries, doubts or
reservations
have been resolved
effectively
20.
21. If they answer in the affirmative,
then ask them if they wish to
proceed to the next step in the
sales process, which is the
signing of the
contract
22. If for some reason they say
‘no’ at this stage or are
dithering, it is an indication
that there still exist
doubts or issues
that have
not been addressed
23. Inform them
that there is
no
compulsion/pressure
for them to buy
(not until they are completely
sure that they want to do so)
24. Inform the customer that if they
want to back out of the deal,
they are free
to do so
25.
26. Request them to be upfront
with you about the
reason for
their refusal,
since you have both invested
so much time in the
relationship up until this point.
33. At no point should the customer feel
pressured to sign
on the dotted line
34.
35. Instead, they will see you as a,
trusted adviser
who has their best interest at
heart, at all times
(that will make them want to deal with you, rather
than those other pushy salespeople)
36. You will never feel bad about
‘asking the
customer for
the business'
38. For more resources on sales effectiveness, please visit
www.jersonjames.com
Sales Advisory
Sales Capability Creation
Mumbai, India
jerson@jersonjames.com
40. Or, perhaps, to advise the
customer that they
should not be
going ahead with this
purchase ,
(However, this is unlikely to happen at this
late a stage, since you would have invested
your time and energy in this relationship only
because you truly had a significant value
proposition to offer)