Written by Sean McPheat |
I still get numerous questions regarding what to say, or how to transition from the sales presentation to the sales close. Questions on WHEN to begin to close as well as exactly HOW to start the closing process.
In fact, the entire sales interaction is one continuous closing effort; seamlessly moving from one stage of the sales process to another. However, for many sales people, there is still that awkward moment between presenting the offer and asking for the order.
What could you consider are sales transition statements that would work? Are there statements you can use to transition to the gaining commitment stage that would not put pressure on the prospect?
Here are three short and quick, but very powerful ideas to help you get across that huge chasm and turn it into a simple step.
“Does that make sense?”
This simple, harmless and non-threatening question will help ease the move. The question is clear and helps the prospect digest what it is you just offered. You are not confronting the prospect with questions like, “Do we have a deal?” Or, “So what do you say?” Or even, “How do you want to pay for this?”
You are simply asking the prospective buyer if what you have presented thus far, at least sounds reasonable. That’s all. Does it make sense?
As an example:
“So Steve, what we are looking at is 11 cases of our Vintage Chardonnay, and 4 cases of the Zinfandel. Again, I will pick up the delivery costs on this first order, to get us started. So, the whole thing comes to only £1,255, and we will provide all of the advertising and signage as well. Does that make sense?”
If the prospect agrees that the offer makes sense, then confidently assume the sale. Wouldn’t you expect a good businessperson to do something that makes sense?
Assume the sale and address whatever issue the prospect feels does NOT make sense. If no NON-SENSE issues spring up, then move forward.
Another simple step to transition to the close would be:
“Is there anything else you need to know that will help you decide?”
This is enabling the prospect to bring up anything that is still holding them back and asking if there are any questions that are currently unanswered.
It could sound like this:
“So, Tom, we’ve discussed how this new approach will increase engagement within your staff and allow for higher levels of communication to take place within the team. Is there anything else you need to know that will help you decide on what to do?”
It allows for the prospect to clarify any outstanding issues and opens the way for the discussion to continue, either by journeying toward the close or by adapting the solution to something that work better for their company.
Another sales transition statement that could work is:
“I suggest we go ahead and plan the next stage”
Notice this is not a question but a positive-focused statement that drives the conversation forward. You use this statement when the prospect has no more questions and is a natural progression to the decision-making phase.
You need to have convinced the prospect of the merits of your solution before using this transition statement. It could sound something like this:
“Thanks for agreeing to the trial period, Christine. That’s thirty days use of the machine, with back-up support from our team, and you providing the materials for usage. I suggest we go ahead and plan the next stage.”
Do you see how this statement is a natural progression, assuming quite rightly that the prospect has agreed to the offer?
Try one or more of these sales transition statements and see if they take the conversation into the final phase in a natural and non-pressured way.
Want some training on how to transition to the close?
We have a number of Online Sales Training solutions that can help you including a Professional Selling Skills Course that is accredited with the Institute of Sales & Management. We also have an online Sales Training Platform with over 550 microlearning training sessions that you can access.
Originally published: 3 March, 2020
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