Several years ago PBS Television invited me to speak to
their station affiliates. Each station is responsible for fund raising
and program sponsorships. While it’s not like making a traditional
sale, there is a beginning and an end to the process. The end, or commitment,
is commonly referred to as closing, much the same way most salespeople
refer to it.

PBS asked me to do a one hour session called “Closing
The Sale.” As a sales trainer, I had spoken many times on the subject
of closing, however this was the first time anyone asked me to speak exclusively
on this subject. I decided to do some homework. The first thing I did
was look up the word in a dictionary. What a surprise! It wasn’t
defined exactly the way I anticipated. According to the dictionary, “to
close” meant to “liquidate, neutralize, and eradicate,”
among other things.

If closing comes at the end of the selling cycle, it really
signals the beginning or opening of the account, not the closing of it,
and certainly not its eradication. Personally, I feel some salespeople
fail to “close” the sale because they don’t find it
easy to do. With few exceptions it’s hard to say that closing is
a positive experience.

Let’s reframe it and call it something else. Instead
of closing, how about securing commitment or asking for the order or getting
the decision. These are more positive and accurate descriptors of what
actually happens at the end of the selling cycle.

Enough theory: Here are several ways to help someone say
yes or no. Naturally we’re looking for yes’s. We don’t
want maybe’s. If all the maybe’s salespeople had were cashed
in tomorrow, we would have enough to eliminate the national debt. Real
winners don’t bank on maybe’s, they’re searching for
the “Yes’s.”

Here are a few simple yet effective ways to ask for the
order. You should only use these statements after all potential customer
needs have been identified, your solutions have been presented, and after
all major concerns have been effectively handled. Once you’re in
this position consider one of these.

• Do you have enough information to make a decision or
  would you prefer a demonstration?
  
  


• What would you like the next step to be?
  
  


• If you don’t have any questions, I’ll go
  ahead and write up the order?
  
  


• We can provide the technical product training at your
  location or at our corporate training center, which would be better
  for your technician?
  
  


• You seem very positive about our proposal, why don’t
  we take the next step to schedule the delivery.

This one is really good!

• Do you have any questions or are you ready to take
  the next step?

Think of all the reasons you put off “closing the
sale.” If you ever get anxious about securing the commitment in
the future take this advice. Decide how you will ask for the order before
you make the sales call. Since it will be brief, write it down.

Count the words, once you feel comfortable with your approach,
practice it at least twelve times. Your total time investment will be
less than a minute. The return on your investment will be an incredible
boost to your confidence. Everything gets easier with practice. Put yourself
in your customer’s shoes for a moment. It’s easier to say
no to someone who is winging it. It’s more difficult to say no to
a professional. Bringing closure to the selling cycle, is no time for
improvisation.

It pays to prepare. It pays more to practice. It pays
even more to prepare and practice often. If you want to be paid more,
do what pays more.

About the Author:

He has earned the designation CSP (Certified Speaking Professional) from
the National Speakers Association. He is a charter member of Master Speakers
International. Jim speaks on the following topics:

He speaks on the following topics:

• The 12 Best Questions To Ask Customers


• The 10 Secrets To Unlimited Selling Success


• The 12 Best Ways To Get Control of Your Time and Your
  Life


• How To Get Surefire Selling Results During Tough Times
  


• The 12 Best Ways to Increase Sales, Earn More Money,
  and Have More Fun


• How To Adapt Your Selling Style To Your Buyers' buying
  Style

Contact Information:

Jim Meisenheimer

824 Paddock Lane

Libertyville, IL 60048

(847) 680-7881 fax

jim@meisenheimer.com

www.meisenheimer.com

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