Why Having a Closing Process is Crucial

Why Having a Closing Process is Crucial

In the world of sales, having a solid closing process is crucial not only for you but also for your customer. You might wonder why closing is so important.

Imagine getting to the end of a gripping book, only to find the last ten pages missing. Or watching a captivating movie, eagerly anticipating the climax, only for the credits to roll abruptly. Frustrating, right? That's precisely what happens when a salesperson fails to close a deal. It leaves the customer hanging, unsure of what comes next.

Closing is a Service

When we hear the word "closing," it often carries negative connotations. Some people think it means being pushy or aggressive. Others believe that simply providing great information is enough and that closing isn't necessary. However, closing is actually a service to your customer.

If your customer is on the fence, it's our job to help them decide. Whether they choose "yes" or "no," it's better than being stuck in the uncertain middle ground of "maybe." As the professional, you guide them through the process because they might not know what the next steps are.

The Journey of the Customer

Think of your customer's journey as a path, and your role is to guide them along that path. Closing isn't about applying immense pressure until they relent. Instead, it's about understanding their signals and responding accordingly.

Consider the process as a series of stoplights. If you see buying signs—like nodding, positive feedback, or insightful questions—you move forward. But how do you know the color of the light? This is where a trial close comes in handy.

Using Trial Closes

A trial close involves asking questions to gauge the customer's feelings and readiness. Questions like:

- "How are we doing so far?"

- "How does that sound?"

- "What stands out to you so far?"

- "You with me?"

- "Make sense?"

These questions allow the customer to express their thoughts and provide you with valuable insights. Depending on their responses, you can either slow down to address concerns or proceed confidently.

Closing Technique

If you got some good insight from this technique, consider subscribing for more sales, leadership, and business tips. And if you think this technique isn't quite your style, subscribe anyway, and we can discuss it further.

Mastering the art of closing not only benefits your sales process but also ensures your customers have a complete and satisfying journey with you. So, remember, closing is not about pressure—it's about providing clarity and guidance.