| Are you choking when it comes time to
| |
| | fee is $1500 per month. Does that work
|
| close the sale? Here are some approaches
| |
| | for your budget right now?" If it doesn't
|
| that will make it easier. Shakespeare
| |
| | work for their budget, they'll let you
|
| might have put it this way: To close or
| |
| | know and you can work with that. It's not
|
| not to close, that is the question!
| |
| | unusual that people will say, "Well, no,
|
| Whether 'tis nobler to suffer possible
| |
| | but I need to do this anyway." The
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| rejection Or to invite the prospect to
| |
| | Proposal Close Use this when you cannot
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| take action... Independent Professionals
| |
| | get the final agreement until you have
|
| have suffered the angst of closing ten
| |
| | submitted a proposal with a price.
|
| thousand times more than Hamlet has
| |
| | However, you must have conceptually
|
| recited his famous soliloquy on stage.
| |
| | agreed on everything else - problems,
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| Two reasons: 1) Fear of rejection and 2)
| |
| | needs, objectives, value and your
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| Not knowing exactly what to say when
| |
| | approach. "We'll that sums it up. Your
|
| closing. The good news is that, if you
| |
| | objectives are XYZ and we can definitely
|
| understand number two, number one lessens
| |
| | help you achieve them. I know I need to
|
| considerably. In this article I'm going
| |
| | give you a final price, which I'll send
|
| to share several closes for various
| |
| | in a proposal. If that's acceptable to
|
| selling situations. First, imagine that
| |
| | you, I can start the project in about two
|
| you've had a good sales interview with
| |
| | weeks. Will that work for your schedule?"
|
| the prospect. You've listened to their
| |
| | If they say "Yes, looks good, I hope we
|
| situation, know where they want to go,
| |
| | can work together," then you simply need
|
| and you feel confident that your service
| |
| | to deliver a proposal with an acceptable
|
| is a good fit for them. You've explained
| |
| | price tag. If they have other issues,
|
| how your service works, and now it's time
| |
| | they will bring them up: "Can you tell me
|
| to pop the question. But first... What
| |
| | a little more abut how ABC will work?"
|
| not to do: I had a client who did the
| |
| | Trial Close This is not a final close,
|
| following every time: "OK, that's how my
| |
| | but a test to see if you are on track in
|
| services work. Why don't you think about
| |
| | the sales process. Prospect: "Does the
|
| it and get back to me and let me know
| |
| | training come with any follow up?" You:
|
| what you'd like to do." No, no, a
| |
| | "We can certainly do that if you want to
|
| thousand times no!! They'll think about
| |
| | measure before and after performance. Is
|
| it alright. They'll think themselves out
| |
| | that important to you?" If they say
|
| of it. And when you get back to them,
| |
| | "Yes," your trial close has confirmed
|
| they'll tell you to call in three weeks
| |
| | what they want and what they are likely
|
| or three months. You need to ask. But you
| |
| | to buy. A trial close is often used to
|
| don't need to blurt out: "Well, would you
| |
| | follow up the answer to a question. Use
|
| like to work with me?" No, you can be
| |
| | trial closes throughout the sales
|
| more subtle than that and still close the
| |
| | interview. Here's another: Prospect: "I'm
|
| sale comfortably. Here are a few ways to
| |
| | not sure our people will be willing to do
|
| do that: Assumptive Close This is where
| |
| | that." You: "Many people are concerned
|
| it looks quite certain the prospect wants
| |
| | about that, but we structure things so
|
| to move forward. So just assume they are
| |
| | that we get very high participation. If
|
| ready and close like this: "That's how
| |
| | we can do that, it will really improve
|
| our services work and I'm confident we
| |
| | results, won't it?" The answer might go
|
| can help you achieve the objectives
| |
| | something like, "Well, if you can do
|
| you've outlined. Why don't we look at a
| |
| | that, it would definitely make a
|
| time we can get started?" Most often,
| |
| | difference." You are building agreement
|
| they'll open their calendar and look for
| |
| | and buy-in with every trial close. You
|
| a time. If they have questions, they'll
| |
| | don't need a lot of closes. Once you've
|
| let you know: "Before we schedule
| |
| | settled on a couple that work for you,
|
| something I have a few more questions."
| |
| | continue to use them, with minor
|
| Once you answer the questions
| |
| | adjustments, at the end of every sales
|
| satisfactorily, go back to the assumptive
| |
| | interview. Soon you'll be confident that
|
| close. "So why don't we schedule a
| |
| | you can close in a natural, confident way
|
| starting date and I'll send you some
| |
| | every time. I promise your sales will go
|
| preparation materials before our first
| |
| | up!
|
| meeting." Budget Close You've discussed
| |
| | Robert Middleton, the owner of Action
|
| everything but price. You have a fixed
| |
| | Plan Marketing, has been helping
|
| price for your service or have figured
| |
| | Independent Professionals be better
|
| out your price beforehand. This is one of
| |
| | marketers since 1984. On his web site
|
| my favorite closes - especially if I'm
| |
| | find valuable resources, products and
|
| selling by phone. "OK, that gives you an
| |
| | programs for attracting more clients. Get
|
| overview of what coaching would consist
| |
| | a free copy of his Marketing Plan Sart-Up
|
| of and the results you can expect. The
| |
| | Kit.
|
