SOLUTION 39
CLOSING THE SALE
The selling process involves a number of planned steps that help prospects become buyers. The prospect has a problem that you can help solve. If you present the facts and develop trust, you may persuade the prospect to make the purchase. The sales close is the agreement to exchange – your product for a specified amount of money.
In the ideal sales presentation, the prospect may ask to buy without any coaxing. However, in most situations, you will need to continue guiding the buyer towards that decision.
WHEN DO YOU BEGIN TO CLOSE?
The close is considered by some to be the most vital step in the selling process. However, it really isn’t more or less important than any other. Each step – from the opening to identifying the problem, from offering a solution to answering questions – is just as critical.
New salespeople often ask when they should begin closing the sale. Experienced professionals often answer, at the beginning of the sale. At every step of the sales process – from the greeting, through stating the goal, to agreeing on the problem – you will have planned so that you know where you want the prospect to be when you’re done.
Close: a commitment to purchase the product or service being valuated
ASK FOR THE ORDER
The final step is to ask the buyer for his order. Working with experienced buyers, you may find that they will make the order without additional prompting. However, many others will wait until you actually ask them to complete the transaction. Following are a few ways to do so – all have the same function, which is to elicit a decision and action from the prospect:
• ‘Can I write your order for the Deluxe Product?’
• ‘Would you like the Deluxe Product in your factory by the end of next week?’
• ‘Would you like one or two of the Deluxe models?’
• ‘I can place the order today and have them on our next delivery, okay?’
• ‘Are you ready to improve customer satisfaction by buying the Deluxe Product?’
the job’s not complete until the paperwork’s done
QUICK FIX: ORDER FORMS
Know by heart every part of the order forms you use and understand what your employer requires. This will avoid the embarrassment of having to return to a buyer to resell a purchase due to inadequate paperwork. Provide your customer with an order confirmation copy, which will include details such as:
• Who is buying
• Who is authorizing the purchase
• Where and when delivery will be made
• The specifics of the purchase
• How payment will be made