Remember that you can’t make a buyer do anything, including making a decision to buy. Besides, trying to force somebody to do something they don’t want to do is not only unethical, but it may work against you in the long run.
Textbooks will give you all sorts of suggestions for closing the sale. However, if you have two or three that you use and use well, this can work in your favor. If you have too many techniques that you think might work, you may come across as unsure and indecisive. Use what works for you. Remember, whether the answer is yes or no, find out why.
If you presently have no strategies at all, try these.
Direct questions such as:
- Are we ready to move ahead on this?
- When can we get started?
- Shall I write up the order?
The Ben Franklin Approach
Take a sheet of paper, divide it in half, and write up the pros on one side of the sheet. Then you invite the buyer to write up the other side with cons. This close can be effective for the undecided buyer who just needs to get everything in perspective. However, use it with caution. If you get the sense the buyer doesn’t want to do this, drop it immediately.
The “Leave It with Them for the Weekend” Close
Whether it’s a new puppy, a photocopier, or a TV, leaving the product with the buyer for the weekend is an option that often works. They get to try it out on their own and pretty soon they are coming up with their own reasons why they should buy this.
Persistence Pays Off
While you don’t want to become a pest, you also don’t want to assume a “no” today is a “no” for a lifetime. Some salespeople will tell you they expect five rejections before they get the green light. While that may or may not be the right number of rejections to expect, do expect rejections. Learn from them. Then use what you’ve learned when you go back to try again.
You can also use the “no” client as a source of referrals. Although they are not buying from you, they may know someone who can use your product or service and be willing to refer you to them. It can’t hurt to ask.
Thank You Notes
Never underestimate the power of the thank you note. If you get the sale, send them a note thanking them for their order. If you don’t get the sale, send them a note thanking them for taking time to meet with you.
