| Are you choking when it comes time to close the | | | | fee is $1500 per month. Does that work for your |
| sale? Here are some approaches that will make it | | | | budget 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... Independent | | | | Proposal Close Use this when you cannot get the |
| Professionals have suffered the angst of closing | | | | final agreement until you have submitted a |
| ten thousand times more than Hamlet has recited | | | | proposal 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 exactly | | | | problems, 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 one | | | | are XYZ and we can definitely help you achieve |
| lessens considerably. In this article I'm going to | | | | them. 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 sales | | | | you, I can start the project in about two weeks. |
| interview with the prospect. You've listened to | | | | Will 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 fit | | | | then you simply need to deliver a proposal with |
| for them. You've explained how your service | | | | an acceptable price tag. If they have other issues, |
| works, and now it's time to pop the question. But | | | | they will bring them up: "Can you tell me a little |
| first... What not to do: I had a client who did the | | | | more abut how ABC will work?" Trial Close This is |
| following every time: "OK, that's how my services | | | | not a final close, but a test to see if you are on |
| work. Why don't you think about it and get back | | | | track 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 it | | | | certainly do that if you want to measure before |
| alright. They'll think themselves out of it. And | | | | and after performance. Is that important to you?" |
| when you get back to them, they'll tell you to call | | | | If they say "Yes," your trial close has confirmed |
| in three weeks or three months. You need to | | | | what they want and what they are likely to buy. |
| ask. But you don't need to blurt out: "Well, would | | | | A trial close is often used to follow up the answer |
| you like to work with me?" No, you can be more | | | | to a question. Use trial closes throughout the sales |
| subtle than that and still close the sale | | | | interview. 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 quite | | | | people are concerned about that, but we |
| certain the prospect wants to move forward. So | | | | structure 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 confident | | | | improve results, won't it?" The answer might go |
| we can help you achieve the objectives you've | | | | something like, "Well, if you can do that, it would |
| outlined. Why don't we look at a time we can get | | | | definitely make a difference." You are building |
| started?" Most often, they'll open their calendar | | | | agreement and buy-in with every trial close. You |
| and look for a time. If they have questions, they'll | | | | don't need a lot of closes. Once you've settled on |
| let you know: "Before we schedule something I | | | | a couple that work for you, continue to use |
| have a few more questions." Once you answer | | | | them, with minor adjustments, at the end of |
| the questions satisfactorily, go back to the | | | | every sales interview. Soon you'll be confident |
| assumptive close. "So why don't we schedule a | | | | that you can close in a natural, confident way |
| starting date and I'll send you some preparation | | | | every time. I promise your sales will go up! |
| materials before our first meeting." Budget Close | | | | Robert Middleton, the owner of Action Plan |
| You've discussed everything but price. You have a | | | | Marketing, has been helping Independent |
| fixed price for your service or have figured out | | | | Professionals be better marketers since 1984. On |
| your price beforehand. This is one of my favorite | | | | his web site find valuable resources, products and |
| closes - especially if I'm selling by phone. "OK, that | | | | programs for attracting more clients. Get a free |
| gives you an overview of what coaching would | | | | copy of his Marketing Plan Sart-Up Kit. |
| consist of and the results you can expect. The | | | | |