Closing the Deal
Jeff Goldberg
??Sales Problem Solver?? You CAN see more prospects & close more business without feeling "salesy."
I get calls regularly from VPs of Sales, and other leaders of salespeople, asking, "Jeff, can you come out and spend a day with my people teaching them how to close?" My answer is always the same: "I'd be happy to come spend a day with your people and I'd be happy to teach them how to close...what are we going to do with the other 7 hours and 55 minutes of the day?"
It only takes 5 minutes to teach sellers how to close because:
1) Closing is the natural outcome of the sales process done right
2) Closing is, simply, asking a question the answer to which is either, "Yes, I'd like to do business with you," or, "No, I don't want to do business with you."
If want want to close more business, make sure you're doing everything that comes BEFORE asking for the deal right.
The close I use, and have taught to tens of thousands of salespeople all over the world, is the "In My Professional Opinion" close. It's simple. No "tricks." (You don't need closing tricks)
Once you've presented your proposal/plan/offer, you simply say, "In my professional opinion, that's the plan that makes sense to me and what I believe we should do to move forward. What do you think?"
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Then, do the most difficult thing for salespeople to do: SHUT UP.
There are 4 reasons why I use those exact words when closing. When you say, "In my professional opinion," you're telling your prospect, "I'm a professional, like your doctor, lawyer, or accountant. You can trust my advice."
When you say, "That's the plan that makes sense to me," you're telling your prospect, "This makes sense." The fact is, we do everything we do because it makes sense to do those things. We eat when we're hungry, we go to bed when we're sleepy, etc., because it makes sense to do those things. We also buy stuff because it makes sense to buy those things.
When you say, "...and what I believe WE should do to move forward," you're telling your prospect, "We're in this together...a team," as opposed to, "...what YOU should do to move forward."
And everyone likes forward motion.
The exact wording is important psychologically.
Struggling to close business? Try this close. Or reach out to a sales coach who can help you learn how to close more business. There are LOTS of us out there!
Commercial Real Estate Advisor & Dealmaker for Long Island, NY area.
5 个月great way to "ask for the business" and then shut up and listen. Thanks for the suggested close.
Media Planning & Media Buying Expert | Helping You Increase Your Company's Direct Response Sales with TV, Radio, Print, Outdoor and Podcasts Advertising. Great Rate, Better Results!
5 个月Thanks Always for your Great advice.
Business Development Executive at CORT
5 个月Jeff, so true about "shut up" once you've made a good pitch and prepared beforehand. I learned a valuable lesson in Frost & Sullivan, I made a strong pitch, the client said nothing...Jason Brandi stopped me from speaking..said "next person to talk loses.." I shut up, and sure enough the client signed up!!