Happy Friday, everyone!
This week's poll question was suggested by RSC member Jane K. Ashley after reading a blog by S. Anthony Iannarino, Closing the Sale (posted on the GBS Facebook page).
In this blog post, Iannarino points out that a salesperson cannot afford to be too passive, waiting for the sale to happen by itself, nor should he or she be too aggressive. Iannarino goes on to write,
You don’t need books of different closes. You don’t need special closing techniques. You just need to ask directly. Try something like, “I feel like we know enough to move forward on this idea. Can we start work on this now, or is some other step you think we need to take first?” Or try this, “Can we get started in this project for you?”
If you’ve earned the commitment you are asking for, you shouldn’t have any reluctance or fear of asking. Just ask directly and naturally.
So here is this week's poll question:
How do you ask for the sale? Is there a closing technique that you have found to be particularly effective?
Looking forward to reading your replies!
Easy question: "So, let's get started, sign by the X, write me a check for the first four weeks" ....... "The sooner we can get started, the sooner we can get you results, let's start Monday" ....... "I feel real good about this, if you feel good about it, let's get started tomorrow"........ "This is an idea that another business will jump on, let's grap it and get going" ...... ...
"I can get you started as soon as thisafternoon"........ "Since you're coming in for an interview on Talk of the Town Monday, let's go ahead and start your commercials Monday and I'll guarantee that one will play during your interview" (lame, but people think that's really cool). "I'm going to put you down to start Monday and keep you on the air as long as I'm living and breathing which will be a long, long time....I'm feeling pretty good". ........
There are many more......these are so simple...... closing the same is simple..... Just do it. Kathie
I agree with Joel. If the CNA has been done properly and you have provided solutions to the client's needs, the close is just another step in the process. But you DO have to ASK for the signature...just do it however it feels comfortable for you. One of my mentors used to say "if you want to go to the prom with the prettiest girl, the first thing you have to do is ask her!"
No closing techniques but plenty of ways to ask for the order you have earned to ask for.
In my blog “Quit Using Closing Techniques” I explain how helping someone make a decision will lead you to a natural conversation related to that decision rather than a technique you believe is “closing” the deal. You can’t close something you have no control over. You can help someone make a decision.
I like this question: Can you think of a reason why we would not do this? It's difficult for a person to think of specific reasons when posed with this question so you get a lot more agreements.
I have found that any asking for the sale at the wrong time will make you appear to be needy and begging. In many pitches I do not ever ask for the sale. I finish my pitch and start to pack up my stuff, all the time being aware of how my audience is reacting to me leaving without even asking for the sale. If you have done a good job with your pitch, your target will ask you to sell them something and now you have the entire process "Framed" correctly. The best book I ever read on Framing and Pitching is "Pitch Anything" by Oren Klaff.
I sign the contract first then pass it over to them with the same pen.
If I get a "I'm just not ready to commit yet, can we re-visit in a month..." I will respond with, "Mr. Client, you told me that you need to XXXX (insert advertising goal). If that is something you need to do sooner rather than later, then let's take time out of the equation and get the ball rolling."
If that still doesn't work and I'm stuck with no choice but to follow up, I will, but at that point I'll say, "Mr. Client, either it's a good idea or it isn't. You need to decide." And then I will hand them the pen and contract. I've only had to use this three times. Worked all three times.
