A – Always B – Be C – Closing
Always Be Closing
You’ll find that every direct marketing or sales office has this acronym tattooed on a wall or within their training packet. And for a good reason. Maybe you’ve seen it?
Making the “close” at any stage in the sales conversation acts as the little nudge or gigantic PUSH that a client needs (and fears) to make a decision moving forward.
What you’ll discover in this post is making a closing statement and moving ANY conversation forward without becoming flustered or seeming pushy. If that sounds refreshing, keep reading about the close.
When to Close
You’ll find that in every conversation you have there is an opportunity for that same conversation to die. Both people smile a little bit at a joke or story and then quickly drink their coffee or check their phone as if seeking a new conversation starter.
The close is either a nudge or a push, and keeps us moving forward.
Or, you’ve just finished presenting your product to a prospect and they seem to be thinking over what you’ve just said.
This P-A-U-S-E or “awkward silence” is the perfect opportunity to make a closing statement, and exactly when you should. For in depth closing signals go here.
What is a Close
By making a “closing statement” we actively close the door on what was said and open up a new direction by steering the conversation. It’s something we do everyday.
When One Door Closes, Another Opens. – Alexander G. Bell
The new job of the person closing is to quickly show the other person that new open door. This part becomes uncomfortable for people beginning to close consciously. So we laid out how to close from easy -> hard.
How to Close
As simple as it sounds.
Ask the prospect a question to determine if they are ready to move forward. The best question to ask: Does this make sense to you so far? If the answer is “Yes,” then move forward, if “No,” then find out what challenges they have.
Two Option Close
Usually reserved for a prospect making a decision in the final closing process, and the easiest way to make a final close.
Offer the prospect two choices, not three. So which sounds like the better package? The supreme challenge or the cost-cutter creation?
The mistake is offering one package you WANT them to take and one package they DON’T WANT. As a closer, detach yourself from the outcome of their choice. So long as the prospect chooses what they need, you’ll both win.
Assuming the Sale
Closers that Assume the Sale (ATS) also assume that the prospect will object to moving forward. It is important to be able to rebuttal every objection that comes your way. SpiritVie recommends a three-part system for rebutting these late objections.
You’ll find that to effectively ATS a closer must incorporate complete comfort and control during the conversation.
Effectively assuming the sale the closer may begin by saying, “well this looks like a perfect fit for you,” and actually ATS by closing with, “so we’ll sign you up for the supreme challenge package, which phone number should we put this under.”
Immediately after the close, look away. Prepare to write down their information, check off a checklist, review your notes, and do not look at them to answer questions. You’ve just assumed the sale, the conversation is over.
How we help
Like so many other beginning entrepreneurs, plateauing sales teams, and motivational managers you struggle to move people forward. You’ll find that our specialists in creating, maintaining, and ending a sales conversation are the best at what they teach and teaching it simply.
You wouldn’t sell something you didn’t believe in, and we wouldn’t post something if we weren’t confident in it’s results.
This article is 100% field tested. Contact Us now for specific field questions.