- Prospective buyers are emotional. Whether it is fear, worry, anxiety, conservatism, boredom, or exhilaration, the weak closer is unwilling to confront and deal with these perfectly natural emotions.
- They perceive using pressure is bad. They personally don’t like ”being pressured” and refuse to employ any form of it. This is the salesman who quickly drops the price to get the deal and the process over with. See #3 to understand a reason why.
- They have personal doubts and reservations about their own product or service. To be a good closer you must be fully closed on how your product or service can improve your prospect’s life and business fortunes.
- They fail to stay “interested” in the buyer finding a successful solution, then capitulate when the prospect resists in any fashion. The prospect’s resistance is a natural function of the process.
- Most salespeople never learned that more than one or two closing techniques exist. This lack of verbal ammunition puts them at a tremendous disadvantage when a particular close doesn’t work, including never learning how to “tag” with a manager or associate.
- They can’t think “on the fly” with financial incentives and solutions to help close the deal.
- They are so consumed by their own emotions, worried about their own personal voice inflections and mannerisms, and how they appear to the customer, that they are not focused in “present time,” consequently miss buying signals and don’t know when to close.
- They stand over the prospect in the negotiation and closing stages. Always be seated.
- They cause the prospect to red flag them by appearing too eager. A good closer relaxes and “guides” the prospect to the close using great communication skills and positive control.
- They didn’t attempt to close the deal in the first place. Their own fears got in the way. The fear of asking for this customer’s business (asking for the sale) is reason enough to begin looking for a new career.
Don’t try to “sell” – try to HELP, and closing will be effortless IF you ask for it.
“Well Michael, it looks like we’ve covered all the points. Correct me if I’m wrong but it looks like we’re ready to move forward and get the contract drawn up. Agreed? Great, let me get your signature here…”
“I think we can both agree this is the correct exterior application for this house. Are you interested in adding the five, ten or fifteen-year warranty? Ten? Good choice, let’s start filling out the paperwork.”
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