On our weekly call this morning we will discuss three ways to close a sales opportunity. I must preface this by saying that most selling opportunities don’t close because your prospect wasn’t qualified in the first place – meaning that the problem wasn’t that you didn’t know how to “close” but rather you didn’t work through a qualification process thoroughly.
With this one area of focus – if you worked on creating a qualification process for your prospective buyers, you could dramatically increase your closing ratio and not waste (yes, waste) your valuable selling time (and time running your business).
When researching this topic, I was amazed to still find “old school” techniques on a Brian Tracy website. I don’t recommend them, but check them out here to see what I am talking about. I learned “technique closes” like these in the ’80s from old school trainers like Tom Hopkins. People are way too sophisticated for this anymore, folks! I found 49 more at a site called Changing Minds.
Here’s the thing – if you have truly qualified your prospective buyer, it should be as simple as:
1. Revisiting the offier with them.
2. Reviewing the value and what’s in it for them
3. Asking about getting started now – several ways to do this
In summary, to be a true sales professional, focus your learning on the powerful ways to qualify your prospective buyer and don’t spend time on closing “techniques” – focus more on the front end of the sales cycle to save your valuable time, energy, and find prospective buyers who are more likely to buy.