Written by Sean McPheat |
How to Close the Sale: Asking for the Order
Ok, so you’ve done a great sales presentation, hooked up the perfect proposal and now you’ve got to ask for the order.
Now depending on what you sell and your sales model, your methodology for asking for the order will be very different.
And in many cases, using an “assumptive” close, such as an “alternate of choice,” is the ticket. Most sales models use some sort of an assumptive close, especially in telephone sales and some retail sales interactions.
However, in other scenarios, an assumptive close is the worst thing you can do. In certain sales models, assuming the prospect is “with you” and has agreed to the offer, will not only lose the sale but probably insult the prospect and get you thrown out!
So, in those situations, just what do you say to ask, “Do we have a deal?”
And of course you don’t what to ask, “Do we have a deal?” Here are a couple of closing questions, not to be used verbatim, but to help you see the thinking process behind them.
First, it is usually best to quickly summarize the offer just before the closing question. State the overall costs to the customer and then the value and return to the customer; first in immediate benefits and then the long term.
“So, Mrs. Prospect, the whole proposal comes to £87,000, and that’s it. Once again we will pick up the shipping on this. And that is for the full enterprise-wide version of the temperature control software along with all 62 new thermostats to cover your entire warehouse. This will give you even and consistent heating and cooling right now and a huge savings over the long term”
This does not and should not be a long drawn out ordeal as you would have already gone over all of the details before this point. Just summarize the transaction.
Then use something like one of these:
“Does that make sense?” I like this closing question, as it does not make too much of an assumption. However, as long as you have done anything close to a good sales interaction and proposal, it should be almost impossible for the prospect to answer anything but, ‘yes’ to this question.
“This will give you even and consistent heating and cooling right now and a huge savings over the long term. Does that make sense, Susan?”
Of course, at this point the prospect will not tell you if they are ready to do business or not, but it is a good start to the close.
“Does this fit?” “Does this look like a good fit for your organisation, Steve?” This question also does not assume too much, but gets the ball rolling in the right direction.
“So what do you say?” Depending on what you sell and your relationship with the prospective customer, it is often best to just come right out and ask something like, “What do you say?” or “How do you feel?” However, try to avoid, “What do you THINK?” Remember, buying decisions are made more on emotion than logic.
“How do you feel?” is more appropriate than what do you think.
MTD Sales Training
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Originally published: 28 October, 2008