5 Easy Steps to Closing the Sale: Step IV

Step IV: Recap the Conversation

Your prospect has been talking for a while. You’ve been taking notes and developing needs, providing solutions and listening to their concerns. That’s why you want to take this opportunity to recap what you’ve discussed to this point. I would suggest the following, “ Jim, I know we’ve talked about a lot of things going on in your business. I just want to confirm your 2 biggest concerns are ______ and _____.

You want to recap for a few reasons:

1. They need to agree these are their biggest problems. This is the type of problem that will require immediate action.
2. Maybe you haven’t heard their biggest problem. If you haven’t, now is the time for you to find out what ‘keeps them awake at night’.

If they have agreed on their problems, you now need to know when they would anticipate making a change. “Do you have a time frame in mind for making this change?” is a perfect question to ask. You can’t try to close someone who isn’t expecting to make a purchase for 12 months.

You also need to know who else might be making this decision. You can’t close someone who isn’t at the meeting. A good question to ask here is, “If you were to move forward with this purchase, is there anyone else who needs to be involved in the decision? This is also something you should ask before you ever agree to meet with a prospect.

You’re now ready for the most important step: Step V: Gaining Agreement.

Copyright 2006 Susan Adams www.susanadamshome.com

Article Source: http://www.content.onlypunjab.com

Former Learjet Sales Star, Susan Adams, has sold products and services for some of the world’s most respected companies…..General Electric, Pitney Bowes and Bombardier Aerospace. She takes a ‘real world’ approach to all sales topics. ‘Successful sales people are experts at having conversations with customers. If you can empathize with people, create an environment of trust and really listen to their concerns, you’ll be a top sales performer.’ More importantly, you’ll be able to develop long term relationships with your customers. Susan has successfully sold to CEO’s, High Net Worth Individuals and celebrities. Twenty one years of talking to customers has give Susan a unique perspective on how to build a sales presentation that connects with your customers, and compels them to buy. Susan has golfed with David Duval, raced cars with Bobby Rahal and dined with CEO’s from Fortune 100 companies. There is no sales situation she hasn’t seen…. www.susanadamshome.com

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