A reader recently wrote: “The one area that I seem to struggle in is closing the sale on the first visit. I am not afraid to ask for the sale, but it seems more often or not I have to make a return visit to close the deal. Any help or resources that you could provide would be truly appreciated. Some of my team leads use the third party close. I have refrained from that because it seems more like a manipulative head game- making it sound like you are giving them a greater deal than what you could normally do.”
The Sales Hunter’s Response: “The best closes for me and the ones I use a lot are the Assumptive and Option closes. In them, you say something like, “Do you want me to start next week or the week after?” or “I’ll plan on starting the first of the month.” I’m not a big fan of the third party close because I feel it’s as if you don’t believe enough in your own product and in order to close, you need to name drop.
Another really important thing to keep in mind is people buy based on their level of confidence and we earn confidence through trust. To achieve it means the customer has to have seen or felt something about you that allows them to have that level of confidence. One of the best ways to do this is by not just following through with what you said you would do, but dong so in a time sequence that exceeds what the customer is expecting. Finally, I’ve found trust is shown by being real with the customer. If you make a mistake, don’t hesitate to apologize. If your company does something that’s not right, don’t blame the company. Instead, accept the blame yourself. In today’s world, when people are willing to be held accountable, it screams trust.