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