Want to get REALLY good at closing? Just ask.
Really, it’s that simple.
One of the biggest mistakes amateur salespeople make is not asking for the sale. Let’s get real for a second and talk about what that means.
“So here are my programs…(stop)” is NOT asking for the sale.
“So, what do you think?” is NOT asking for the sale.
Stop dancing around the subject and ask people to make a decision today. The less confident you are, the less confident THEY are in trusting you with their business. It’s ok to be bold. It’s ok to ask outright once you’ve established rapport.
The lack of confidence to outright ask for the sale usually stems from the lack of rapport with the prospect, and still not believing in your product.
If one of those is you, it’s time to get honest with yourself and either work on your people skills (they gotta like ya if you want them to buy from you) or, take a deep dive into the value of what you do! But…we’re not here for that today.
We’re here to talk about straight-up asking for the sale.
Here’s what asking for that sale REALLY sounds like.
Level 1 – “Do you want to sign up?” Abrupt and straight to the point. Not the best tactic, but will still close more often than not asking or tapdancing around the close.
Level 2 – “Which program do you see yourself starting with?” Better, the classic A/B close. Can still be a little abrupt, but subconsciously takes “no” off the table, and gives them a little power in pricing range and choice.
Level 3 – “Unless you have any more questions or concerns I think we’re ready to get started.” There is a lot packed into this little statement. First. It’s a statement, not a question. It implies a LOT of things.
“This is the end of my presentation, you came in to enroll and now it’s time to do that.”
“Unless you have any more questions or concerns, then the only answer left is yes.”
“I think we’re ready to get started” We maintain control. (with genuine belief and authority in what we are promising.)
This close takes confidence. Really though, all closing takes confidence. There is real science behind “fake it till you make it” as a strategy. Confident posture, smiling and dressing the part, all send signals to your brain that encourage confidence even if it’s not all the way there yet.
Practice closing everywhere you go with everything you do. Be decisive.
When you and your spouse are deciding where to eat…MAKE A DECISION, close them on your choice. People ask what you do? Give them a VIP pass and ask for their info.
Pay attention to all the little moments of your day that are spent closing a deal. You’ll find that you do it often, and are way better at it than you think!