The Best Closing Technique (Is Better Investigation)
So you’ve practiced your routine a million times, you’ve got your voice down to that perfect tone. You’ve perfected your strategy to get past the gatekeeper on a consistent basis. But you’re still not making a sale – why? What’s going wrong?
Sometimes a little nudge in the right direction can get your prospect to the finish line—and that’s what sales closing techniques are for.
In this episode, we’ll be talking about:
Why you’re not closing as many deals as you’d like to
Why investigation is the most important and lengthy part of the sale
How to better ask for business ethically
When you or your sales force implement closing techniques, this can result in more revenue, more effective staff and happier customers. A good close is part of an overall well-designed sales process, where the salesperson listens well and matches customers up with products that genuinely suit their needs. Instead of pushing products for which customers have no real use or desire, you need to identify their pain points.
Prospects simply don’t have the patience to do your homework for you. They don’t want you to identify the pain points they already know about — if that was the case, they’d simply buy the solution by themselves. You’re valuable because you can find opportunities or pain points your buyers don’t yet know about. You’re figuring out how your product can help the buyer. You need to identify their priorities and buying standards, and gaining credibility by asking relevant, targeted, strategic questions.
Focus on learning the most you can about a prospect’s needs and about communicating how your recommended product addresses those needs. When you’ve done the necessary and time-intensive spadework, the close simply becomes the inevitable bridge between problem and solution.