How To Close a Sale in Four Simple Steps
I think you’d agree that whether you’re selling a product or inviting someone to join your business, closing is the most critical phase in a sales presentation. Why? Because without closing, the customer doesn’t walk away with the benefits of your product or opportunity, and you don’t walk away with a commission check. Yet so much of closing depends on what happened before you got there. This is where a lot of newbie marketers drop the ball. They think that closing a sale is an event when it actually is a process. In this article, I’m going to share four simple steps you can apply to your business to significantly and dramatically increase the amount of sales you’re currently making.
Before going into how to close a sale in four simple steps…
I want to give you some insight on why I’m capable of talking about closing and why should listen to me and the advice I’m going to share with you. While many people have heard my story and know that I’ve been active in sales and network marketing for 14 years, a lot of people don’t know what product I actually marketed. For almost 9 years, I was a top producer in a network marketing (direct sales) company that marketed financial services. Furthermore, the core product was life insurance.
During my time in that company, I sold thousands and thousands of life insurance policies and I trained my team to sell thousands of life insurance policies also. Here was a product that nobody liked to talk about and absolutely nobody wanted to use since you can only ‘use’ it when you die…
And yet I was selling multiple policies a day… and so were my team members.
How did we do that?
We did not do it by using ‘hard closing’ selling tactics. We did it by listening, asking questions and helping people understand the benefits of what we were selling. We were closing… Not like some sleazy used car sales people but like sales professionals.
If you want want to make money inside of the direct sales industry, you need to get good at closing. If not, you’ll be just another excited distributor who does not make any money.
As I mentioned earlier, most of the ‘close’ happens before you get there. In other words, what happens during the actual presentation and sales process will significantly determine what happens at the ‘close’.
During the presentation, you must have done your probing right. You must have presented the product or opportunity correctly. You must have also built up a rapport between you and the prospect. You must have asked multiple ‘tie down’ questions to get your prospect to see where you’re coming from. All of these are essential to reaching that final step, the ‘close’!
When you reach the closing phase, the most important thing to remember is this: you must BELIEVE you can close it! The secret to guaranteeing the close is to make your prospect see the product or service through your eyes. They must feel that you’re 100% confident that what you’re selling can really help and benefit them.
Personally, I always like to ask questions during a presentation like:
“Does that make sense?”
“Do you agree?”
“Do you follow?”
“Are you with me?”
“That makes sense, doesn’t it?”
“You agree with me, don’t you?”
“You follow what I’m saying, right?”
Not only did those questions allow me to make sure that they are still paying attention, but it also lets me know that they are seeing what I see. For example, if I ask someone, “Are you with me?” and they say, “Yes”… Obviously we are now both on the same wavelength which makes closing a million times easier than if we were not on the same wavelength.
So let’s say that you’ve done all of the above and finished the actual presentation. The prospect hasn’t exactly jumped up and screamed, “Yes!” with excitement to purchasing your product or partnering with you…
Here’s what you can do to get them to a successful close:
1. Probe how your prospect feels.
People rarely make decisions with their minds alone; they make decisions based on their emotions and how they feel. So once you’ve engaged their heads with your presentation, bring it down to their hearts. Ask them probing questions like the following:
- How did you like the presentation?
- What did you like about the product/service/business?
- Are the benefits clear to you?
- Do you feel it will help you?
- Is this the kind of thing you’re looking for?
- Are you happy with your current provider/product/business?
2. Answer any questions/objections.
You can lead this off with, “Based on what you saw, is there anything you can possibly think of that would stop you from buying/starting now?”
Never be afraid of objections; it’s a sign that your prospect is thinking about what you presented. It’s scarier when they don’t have any objections at all—they either didn’t understand you or haven’t paid any attention at all!
The following are typical objections:
a. Too expensive – if you did your probing right and you know this person can afford your service, it may be that the prospect hasn’t seen the value of your proposal. Try and see what they mean by “expensive,” and work from there. Remind them of the particular problem during your probing session and let them see how your solution can help. If it can help cut their costs, emphasize that.
b. No time – remember that people will always have enough time if they’d only see the value in something, and they believe that it can benefit them in some way, shape or form. Therefore, prove the value of what you have to offer.
If you’re inviting the prospect to join your network marketing business, ask them what is taking up the majority of their time (job, work, etc.). Ask them also if they have enough time for themselves and their family. Then finally, ask them if they’d be willing to try your solution if it will allow them to have more time for themselves in the long run.
c. I need more information – Ask them what more they need to come up with a decision “TODAY”, then work from there. You’ll probably end up with one of the other objections.
d. I will ask my wife/husband/parents/siblings/partner – One approach is to present to both of them. You can say, “Great! Can I ask you something? Who’s the decision-maker, you or your spouse? (wait for the answer). Then I suggest that you tell your spouse that I’m inviting the both of you to meet with me so that he/she will see the presentation the way you saw it.”
One thing that I want to emphasize here is that you’re always answering someone’s question with a question. This ensures that you maintain control of the conversation and can steer it in the direction you want. Remember, he or she that is asking the questions controls the conversation.
Also, if you ask questions and listen to their answers intently, they’ll actually tell you what they want and what they don’t want, which makes your job easier since all you have to do now is show them how your product or opportunity can give them what it is they want and will move them away from whatever it is that they don’t want.
3. Point out how the product/service/opportunity is a solution to their problem.
This is a test on how well you did your initial probing in the first phase of your presentation. You must first have a clear understanding of the prospect’s problem before you can position your product as the solution.
If the prospect is having trouble deciding, highlight how the product or service solves or minimizes their troubles, helps them earn extra income, or helps them reach their goals faster. Answering objections is dealing with the negative, but in this step you must emphasize the positive.
4. Ask for the sale.
It’s hard to believe that many skip this one crucial step. In fact, this is where most new marketers drop the ball. Unless they’ve said yes ahead of you, ask your prospect to buy! Who knows, they might even be waiting for you to ask.
There are several ways to do this:
For products: Are you ready to buy this today? If they aren’t prepared to buy right away then extend this second question: When will you be prepared to make your purchase? (always extend the offer to buy “NOW” first!)
For network marketing: Would you like to get started with your business “TODAY”? If they aren’t prepared to start right away, tell them that they can move forward with filling out the application and post date it for the date that they are ready to start, getting them to give you the check or put the credit card number on the application that will guarantee their start date.
Or you can ask additional questions like:
“When would you like your products delivered?”
“Would you prefer to pay by cash, credit card or check?”
As an entrepreneur, never feel ‘weird’ about asking for the close or their credit card or check so they can get started with you. The worst that can happen is they will stall or maybe say ‘No’. But unless you ask, you won’t close which means nobody wins. They don’t walk away with your product and you don’t walk away with a commission check.
These are simple and direct ways to close any sale. You needn’t pressure or manipulate your prospect. All you are doing is calmly and courteously leading them to an informed decision.
Ultimately, to get good at closing, you’re just going to have to get experience. Put yourself in situations where you can practice closing. You’ll soon find out what works and what does not. Experience will be your greatest teacher. Soon, you’ll start to feel comfortable asking people for their business. And when that happens, you’ll soon watch your income start to soar and you’ll be on your path to becoming a top producing professional.
So there you have it. Now you know how to close a sale in four simple steps!
Make sure to share this post on Facebook and Twitter so others can get these tips. I’d love to hear your thoughts… leave a comment below!
To Your Success,
P.S. Does You’re Upline Doesn’t Have A Step-By-Step Marketing System You Can Use To Generate 20-30 Leads A Day For Your Business?
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