The World's Easiest Automatic Close
by Carl DavidsonThere is an interesting situation with closing. Whenever I conduct seminars, salespeople cannot wait to hear about closing. They want the "secret words" that will make their customers buy. Oddly, many salespeople are interested in closing but ignore it in their careers. Studies show that only 15% of sales situations actually end in a close. The vast majority of sales opportunities end with the salesperson giving and education to the customer and not asking for or getting a sale. This article is designed to end the wasted opportunities, end the rejection and reveal a simple but very effective way to close automatically every time.
Why Some Fail To Close - If a large percentage of salespeople fail to close regularly, there must be reasons for this. We need to examine these reasons and how to get past them as a first step in helping you close and earn more.
Fear Of Rejection - Deep down inside, we all fear rejection. In fact, we seem to fear it so much that we will jeopardize our income and success just to avoid rejection. To overcome this fear, you need to take a few steps which we will outline here:
Making Closing A Habit - You either have a habit of closing or you have a habit of ending sales situations without closing. WE salespeople are the ones who stop many sales from happening. After you present, do you ever find yourself stapling your card to a brochure or writing a price on something and sending the customer away? Do you ever find yourself setting up the time for your next meeting or phone call instead of asking the customer to buy? To be a good closer, you need to make a commitment to close and to use the technique we reveal in this chapter to get in the habit of closing. The fact is that great salespeople attempt to close far more than poor salespeople. Just trying to close at every opportunity will make you a bigger success in sales. Set A Reasonable Closing Goal & Monitor It - I am always amazed that many salespeople do not have a goal for closing and do not know their closing rate. Many salespeople know more about their golf game or baseball than they know about their sales skills. To be a success at closing, you need to have a reasonable goal. No one can close them all. I suggest you start with a low goal like one sale in every 10 presentations. Then, honestly keep track. Don't fail to count some customers because they "weren't interested". If you did a presentation, count them and count how many times you attempted a close and how many sales you got. Once you know your numbers, you can work on improving them gradually.
Using A "Deal Pack" - No matter what product or service you sell, I recommend using a "deal pack". A "deal pack" is simply a catalog size (about 9" X12") envelop that you fill with one copy of every form you need to make a sale. It could contain an order form, a finance application, credit card slips, installation form, truth in lending disclosure etc. The deal pack serves several purposes:
It Sets The Mood - When you arrive at the customers' home or office; or when the customer enters you office space, you begin with a "discovery" to find out their wants, needs and fears. During this discovery, you give a casual appearance and ask questions in a relaxed and friendly manner which helps the customer to "open up" and talk to you. Toward the end of the discovery, as you are listening and chatting, you take out a "deal pack" and you casually open the envelope and take out the papers with the order form on top and place them in front of you. You do this very casually and without drawing attention to it. The customer sees you do this and it tells them tat you plan to get a sale today. Because it is casual and you draw no attention to it, very few customers will ask about it or mention it, but this action sets the mood for them and for you that a sale is expected today. Just leave the forms in front of you as you present or as you take the customer to see the product.
It Reminds You To Close - Another benefit of the deal pack is that it reminds you to close. When you return to your office after showing the product or as you look down at the end of an in-office presentation, there are the closing forms reminding you of what you do next. This sounds small but it is a big factor in getting the closing habit.
Here Are The Secret Words To Close - OK, you have waited to see the secret words that get the sale. Do we hypnotize the client? Do we pressure them? Not at all. If you have followed the steps outlined in the booklet and in our books and DVDs, you are now ready to close. You simply get your pen and say a statement like, "I'll get the paperwork started" or "I'll see if I can get this installed this week" and you start filling out the order. That's it, you have attempted a close.
Don't Ask Them, Tell Them - Notice that the examples used are not questions. We never suggest you say "So, do you want to buy it" because they might say "No". Making a summary statement and beginning to write and order is the simplest, most automatic way to close sales. Best of all, most of my students tell me they have less fear of rejection when they use this technique. Be sure to do it automatically every time. Most importantly, be sure you use a statement and not a question.
Are You Skeptical? - I hope you will try this technique because it is simple and easy to use. I get calls and emails every day from people who say it has changed their careers. If you are skeptical, here is a final suggestion. Try it in sales situation you are sure will not result in a sale. That way you have noting to lose and I know it will work if applied correctly.
This is a sales training article by Carl Davidson on Closing Sales. It explains how to automaticllay ask for the order. Our company offers sales tarining DVDs, seminars and e-books by Carl Davidson. Get your free sales training e-book at www.salesandmanagementsolutions.com or by calling 800-941-0068. Get Carl's e-book If You Can Make Love You Can Male Sales at www.sellingislikesex.com
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