Do you ever feel tension when closing?

Research says that over 40% of salespeople feel apprehensive about closing. It is one of the main reasons salespeople resist closing, and for good reason! If you think 40% is a high number, that number for buyers is even higher.

No one wants to be pressured to buy or manipulated with closing techniques. One thing you can count on is if you feel tension when you want to close a sale, your customer feels more. So, what do we do to reduce or eliminate the tension with closing a sale for both the seller and the buyer? You need to earn the right to close. Closing is a process. When we skip steps in the process, we feel tension because we know we are not acting in our customer's best interest.

Here is a checklist of six elements of closing the sale one should use to determine if the time is right to close. Interestingly enough, you will find that once all six of these components are present, the customer may actually close for you.

1. You have uncovered the key, specific needs and wants.
2. The prospect accepts your unique value proposition. You have buy-in.
3. You have identified the economic buyer and addressed his or her buying criteria.
4. You have a consensus that accepts your solutions and your ability to provide them.
5. You have successfully presented your solution.
6. The customer or prospect can visualize success.

Closing is something that happens throughout the sales process. Anytime you tell a customer something, you should check for buy-in with mini-closes. Never assume that a customer agrees with you unless they specifically tell you. Verify that you have acquired all six elements of closing, and you should be well on your way.

Attend our upcoming weekly 60-minute workshops this week:

Closing - The six components of closing business.

Overcoming Objections: What's in it for the customer? Respond to objections.

Click to see our full series of workshops and virtual courses.

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