One of the hardest things in the sales process comes at the end of the journey. Many times salespeople are not able to close the deal. If they may have done everything correctly, your customer should be back at your desk, or at a closing table. Assuming you have made it this far, and your customer is still nodding his head yes, you have got a deal. This is true unless, you are unable to control your excitement. This is no time to be licking your chops. Remember selling is transference of feeling. If you display any iota of greed or are salivating, you will telegraph a message to the buyer that he is a sitting duck, and all you want is his money. I know you have experienced this phenomenon sometime in your lifetime. This is how you know the true intent of the salesperson you are dealing with is only interested in the money or commission and not you. You can see the word “BIG COMMISSION” written in capital letters across their forehead. You, on the other hand, are too smart to be this stupid. So, remember at this stage of the game to: 1. Slow down; 2. Collect your thoughts; 3. Maintain your cool; and 4. Prepare for the close.
When I was in car sales I always had reading material, an electronic game (or some type of distraction devise) at my desk to keep them occupied while I got their vehicle appraised. The last thing you want is for your customer to be sitting there tapping their foot, anxiously awaiting the appraisal figure from their vehicle or some other detail that is being taken care if. If you have properly prepped for the situation, this will not be a problem.
Closing is the easiest part of the sale, if you have followed the proper steps. Most salespeople make closing the hardest part of the sale. It should be the easiest. Why? Because you have set the table for an EASY close. You have done the following:
1. You came to work with the right attitude today.
2. You took control from the meet and greet.
3. You asked 12 intelligent questions and received 12 great answers.
4. You landed them on the perfect product.
5. You had a real good demo (you overcame the final objection).
6. You put the brakes on and chilled, coolly anticipating the close.
Now you are ready to close……the easy way.
Best article!!