The subject of closing is a difficult one for many salespeople. They get caught up in a “should I close the deal/shouldn’t I close the deal?’ scenario when their own personal doubt sets in.
Salespeople who are weak in the area of closing feel that using any kind of pressure is wrong and as a result wait, and hope, the prospect will speak up and tell them they want to move forward – but unfortunately that ‘s not always going to happen.
Your prospect, unless they are convinced your product or service is right for them, will tell you of their desire to move forward, will naturally procrastinate and “find” reasons not to move forward. That’s why salespeople are needed in the world of business; they are there to persuade the prospect to overcome those reasons not to move forward.
Studies show over and over that one of the major reasons why closing ratios are so low is because salespeople do not ask for the sale!
So, here’s a tip worth using. Let’s assume you have given a great presentation and you feel you are in excellent communication with your prospect but you can sense his or her reluctance to make that commitment.
Do the following; lower your voice, look them in the eye and say:
“(Their first name) Michael, will you trust me to get this project done just the way you want it?”
Then wait for an answer.
Obviously as long as the words “will you trust me to…” are included you can change the language to suit your product or service, but the idea here is to make the prospect commit. If there is still doubt or reservations on your prospect’s part this question will flush those issues out.
Keep in mind the definition of the word trust:
a : assured reliance on the character, ability, strength or truth of something or someone.
b : one in which confidence is placed.
In a nutshell there are only two routes the prospect can take; agree they will trust you and move forward, or at the very least give you the reasons why they are not moving forward, the hidden objection you hopefully can address and correct.
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