Closing Sales
How To Close
By Sam Manfer
Jun 18, 2004, 12:49

Attend Sam Manfer’s upcoming teleseminar Selling to The Different Personality Styles.

Register by the end of this week, and you can also get Sam’s previous teleseminars "Take Me to Your Leaders" as a download. To register visit:
http://www.salestrainingcamp.com/products_main_teleseminar_sam_personality.htm

Selling is a process and all your training can be summarized in the following steps. Whether it is organic growth, a renewal, a new sale or a cross sale, people make it tough by pushing product, going after anything, and focusing on the competition. They also become very annoying and everything you hate in a salesperson. Best case these people close 30%. Implement the following suggestions and you'll soon be closing 70% of those opportunities you choose to pursue.
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How to get powerful people to commit?
Ask them to commit. i.e. "Since you're feeling good about what we've just discussed, can I have your commitment that you will support me/my company. (1) If s/he says "yes", you've won a vote - not the sale - unless it's the person with the power to say yes and it happens. (2) If s/he says "no", ask "How come?" i.e. "Seems like you have some concerns. Please explain"

The timing for this questions is after asking the person how s/he feels about what you've just presented. So ask the magic question - "How do you feel about what I've just presented?" (1) If s/he feels good - that's great - go for commitment. See above. (2) If s/he doesn't feel good or shows signs of hesitation/objections, ask "What's troubling you about this?" Bottom line people decide based on how they feel. They justify and/or rationalize on what they think.

How do you know what to present to make her/him feel good?
Ask questions about what s/he wants/expects. "What would the perfect solution look like to you?" "What will it take to get your vote?" Stop talking and listen. Then base your presentation on what s/he has said. (1) Be sure the answer comes from this person. The biggest mistake is to ask others what someone else wants/expects. (2) If s/he doesn't say the things you think s/he should be concerned about, expose and entice, i.e. "Are you aware that etc?" "Others have used and found that ya da ya da." Don't push. Sense if there is any interest only. Otherwise let it go.

Be cautious here. Many time people will tell you what they think their boss or others want. It's really their interpretation and this is what you have to address to this person or else they will reject you. It's funny, but the other person they are concerned about usually sees it very differently. That's why it is critical to make it individual.

How do you get to ask questions?
Make it a condition before you do any presentations. i.e. "I know you're expecting me to tell you about our stuff, but before I do, can I ask you a few questions about your wants and expectations so I don't bore you with information that is of no interest to you." (1) Ask questions when alone with her/him.

People reveal more one-on-one. Remember you have to appeal to this person to win his/her vote. It's not about the company or the other people. (2) If you give the presentation before the interview, you lose. They get to know all about you and you learn little. The rescue strategy, when you can't resist the urge to present, is to ask each person the magic, feeling question. See above.

Be cautious here. Many time people will tell you what they think their boss or others want. It's really their interpretation and this is what you have to address to this person or else they will reject you. It's funny, but the other person they are concerned about usually sees it very differently. That's why it is critical to make it individual.

Who should you be asking questions to?
All the people who are touched or impacted by your product, especially those in high places. Win each of these people's vote. Ask to meet their boss so you can ask questions and win his/her vote. The powerful will make the final decision. Don't argue. This is the way it is. Besides, what would happen if your competition gets to the bosses.

Get all the powerful people - especially the most powerful person to commit to your offering. This is the person with the ability to say yes and it happens. Don't be fooled by those who can say no. Anyone can get you eliminated. In a business sale, there are lots of people involved. The ultimate decision-maker is usually in the executive suite, and listens to associates and subordinates.

How to make it easier. It sounds like a lot of work.

It's true. There are many administrators, decision- makers and senior execs who have to be won-over. That's why you have to qualify. Is this is a good company and a good opportunity for you to pursue? Anything with life is not good for you. Use history to determine the types of companies/opportunities that have gone well for you and those that haven't. Seek only those that fit this profile. These are the plumbs and should close at a 70% rate if you get to the people and do the above. Leave the rhubarbs for your competitors. They will die slowly while you use the time to find more plumbs.

Contrary to popular belief, your boss will not kill you if you don't pursue everything. S/he will kill you if you don't make your numbers. The only reason you continue with the losers is because you haven't got enough good opportunities.

How do you find enough prospects to be choosey?
Have a systematic prospecting program. Fortunately there are many levels and types of prospecting. Your easiest prospects are those who you currently do business with. Develop high-level relationships, (How? Read my book - TAKE ME TO YOUR LEADER$), and you will get 100% of the business from 100% of your clients. Your toughest prospects are new account, cold call, greenfield prospects. (1) Prospect for those that fit your profile. (2)The more organized your approach, the better you chances of finding quality leads that are interested in doing something. Then do the above in order. (3) If you don't prospect enough, you won't have enough plumbs and you will gravitate to the rhubarbs.

Attend Sam Manfer’s upcoming teleseminar Selling to The Different Personality Styles.

Register by the end of this week, and you can also get Sam’s previous teleseminars "Take Me to Your Leaders" as a download. To register visit:
http://www.salestrainingcamp.com/products_main_teleseminar_sam_personality.htm



About The Author:
Sam Manfer is an expert salesperson and consults for Emerson, CNA Insurance, Marriott and many Fortune 100 and smaller companies. He is the author of TAKE ME TO YOUR LEADER$ - A Step by Step System to Substantially Increase Sales by Establishing Executive Relationships. Sam delivers keynote speeches, conducts seminars and runs interactive workshops focused on effective sales calls, account management and sales strategies.

Contact Information:
Samuel G. Manfer, Sales Consultant
28052 Camino Capistrano, Suite 213
Laguna Niguel, CA 92677
Phone: 949-364-6263
sam@sammanfer.com
www.sammanfer.com

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