To Close Or Not To Close

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