Gaining Commitment from Your Customer

Closing a deal is the ultimate of all selling. You have present your products, persuade your customers, explain the benefits and listen to everything they wanted. You have to know when to close and you have to do it.

However, not every closing is turned to sales. There is always some rejection. The rule is simple.

 Ensure that your sales approach always contains a specific close.

How to close?

1.The "direct request" close.

Example: "Shall we go ahead then, so that you start getting these insurance covered soon?". Should be use if customers is essentially decisive. 

2. The "command" close

Example: "Let's try this product first and then let's see the results where you will lose inches in a week". To be used on customers who find it difficult to make decision.

3. The "immediate gain" close

Example:  "You said that you always have ants in your house. If you let me start doing the pest control service today, I can make sure that there'll be no ants after that". This technique can be used in situations where acting fast gives the customer an important and immediate benefit.

4. The "fear"close

Example: "This price will only last until end of week, then it'll be normal price again". Should be used with discretion.

5. The "alternative" close

Example: "Both of these meets your criteria. Which one do you prefer?". Pose a series of alternatives until one option is agreed on. 

6. The " best solution" close

Example: "This is the best choice that fits your criteria and budget." To be used if customers have mix criteria and needs, and are best met by what you have to offer.

7. The "question or objection"close

Example: "If we can make the alteration, would you  agree to proceed?". To be used when you know you can answer the customer's objection to his satisfaction.

8. The "assumption" close

Example: "Thank you. We will process your order and deliver to you by next week". We assume that customer has said yes. 

What if the Customer says "Let Me Think About It"?

To some customers, this means NO. But if you walk away, you may never speak to the customer again.

The best way is to agree that they will have to think about it. You must also urge the customer to think about it. Ask specifically why he needs to think about it or what exactly he is not sure of that is affecting his decision. Provide him with informations where necessary.

What to do when they say 'YES"?

First, thank the customer.

Make sure you get all the necessary details, such as filling any documentations (invoice address, order number, delivery arrangements, delivery dates, etc).

All must be dealt with in a prompt and business-like way. Customers may likely to change their minds or demands more on the price, so deal promptly and end the meeting.

Don't forget to double check all the details.

Good luck!

credit: Outsmarting Your Competitors by Patrick Forsyth.

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