The Secret to Closing the Sale Every Time
February 9, 2020
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It’s often been said that the number one rule to sales is closing. But how do you make the close happen? What’s the secret?
Surprisingly, it’s far simpler than you think.
The key is to ask.
Ask for the next meeting. Ask for next steps. Ask to talk to the decision-makers. Ask if they have the budget for this. Ask if the solution is right. Ask for the close.
Many of us fear the ask because we fear rejection. We don’t like to hear “no”, so instead, we waddle through the sales process never getting a straight answer. We’d rather let a deal die slowly than to just ask whether a customer will buy or not.
Why is the ask the key?
Asking as a closing technique actually has a far wider application as a sales method. If you learn to ask questions of prospects, there’s a far greater likelihood you can push the process forward to the close.
To close more, ask more. When you ask, you get critical information from the customer on how you can sell better to them. Here are a few steps in the sales process where you want to ask some key questions.
During the Customer Needs Assessment
To get past step one with a potential customer, you need to learn as much as possible about them and capitalize on that information to figure out how your solution can solve their problems. In the first meeting with a potential customer, focus less on selling what you have and instead ask as many questions as you can.
What solution are you currently relying on? What do you like and dislike about it? What would get you to switch to another provider? The key here it to ask. Ask and ye shall know.
Once you’ve learned what the customer’s needs are, you will likely set up a second meeting to go into detail about how your solution can fix their problems. During the selling phase, don’t think like a teacher, think like a student. Always be attuned to whether your pitch is working and ask more questions to get to know the needs of your prospect better.
Ask, for example, if they understand what you’re offering and whether it applies to them. Is there anything I am overlooking? What other factors have we not discussed that are important to you? What other information do you need from me to effectively present this to other decision-makers? How can I make this easier for you?
The close is also the ask. Don’t shy away. There are four types of questions you ask leading up to the close.
Do you like our solution? Do you or your team want it? Can you afford it? When should we get started?
These questions get the prospect to focus on the key factors that matter in coming to a decision. If none of this leads to a firm “yes, we’d like to buy”, ask plainly: what steps do we need to take to help you become a customer?
The question is straightforward, but there’s no doubt about your intention.