Of course, you have to know the features and benefits of your product or proposal like the back of your hand. You are also well versed with the punch line. Features tell, benefits sell. We are also assuming that you have an impeccable reputation and an engaging personality. No matter how fast a car you have, your reputation precedes you. Before your GPS say, "You arrive at your destination," your reputation has succeeded in getting you either a warm or a cold reception.. Your client has already decided to give you his time or to save his time.

I am talking about the good old face to face encounter, whether you are selling a pen or getting your boss to buy in to a project. You may have the information smarts.You know all the details and data. You have all the social proofs, a fancy keyword loaded website and a huge likes depot. It's all good. You and a zillion others have this same edge; meaning, you have no edge.

The good old closing techniques devised by the sales masters of the past will give you the advantage when your digital arsenal is neutralized. These were sound techniques used when they were selling to human beings since scores of years past. And, if you are still selling to human beings, they should be applicable. The outcome of this blueprint for successful closing depends on your performance and the personal attributes I mentioned. Again, these are boosters, not silver bullets.

1) Close yourself first. Convince yourself that the customer will buy. You could not do your job with confidence and conviction otherwise. Visualize the closing process using these techniques from presentation to success. Clearly see the customer signing off with a flourish, you can even hear the "Chariots of Fire" playing to the crescendo. This is practicing for the game in your mind. When you feel you are well prepared, when you feel that you have helped the customer, through positive engagement, uncovered his reason to buy, you will natural feel the power of confidence.

2) You'll hear this in the first sales seminar, if you have ever attended one. "The best sales person never sell a product." He or she helps the customer uncover reasons to buy. People don't like to be controlled. Using hardball sales tactics will make it more difficult for you. People like to be in control. You have to help the customer take control. Help the customer find his or her benefits for agreeing to what you have to offer. The motive to buy must be the customer's. He or she must feel like the winner in the deal. If you are in the renewal business, your persistence score will soar.

3) Build the 'yes mindset.' After greetings and acknowledgement, ask a question that will get a 'yes' answer. " I know you are looking forward to clear and concise proposal, aren't you?" " Our meeting today is to review the schedule for Event X, right?" Then sprinkle the 'obviously yes' questions through your presentation until you get the ultimate YES. You have to prepare. Your success in building the 'yes mindset depends on how well you know your customer. The idea is to lead your customer away from the intuitive default of stalling when presented with a decision that the brain decides is risky.

4) Give your customer a choice of two favorable decisions. "Is it better to make the budget presentation at this Wednesday's staff or at the steering council this Friday?" "Would you like the deal with the buyback guarantee or the one without the buyback?" This is another part of the process where the customer is allowed to be in control. However, it is important that you do not ask a question which allows the customer to say no. "Would you like to make the budget presentation?" "Would you like to make a decision today?"

+)  You could do all this to perfection; build the right frame of mind and ask all the right questions. This process will implode if you cannot keep your mouth shout after asking a question. If you keep on talking about other things before your customer could answer or answer your question for him or her, no matter how well you are prepared, you would have dis-empowered the techniques. There is such a thing as talking your way out of a sale. I know. I have had the experience.


Popular posts from this blog