FM Walsh & Associates Inc.

How To Close More Business

I just got a call from client excitedly telling me how her sales are growing very quickly since she started ‘asking for the business’ in every sales call.  Her exact words were:  “I can’t believe how well it works.  I don’t know why it took me so long to do this simple step!!”

Here’s exactly what she is doing.

1.   In every sales call, she reviews the key points and needs that the prospect has raised during the conversation, so she is sure she is understands clearly what they are looking for

2.  She made a list of all the common objections she was hearing and wrote out clear effective responses to each one, which she then memorized.  No more hesitation when it comes to answering an objection, which is a credibility killer    business with you.

3.  She prepared some closing questions that she’s comfortable using.  These are not meant to trick people into buying something that they don’t want or cannot afford.  They are simple questions that check if the prospect wants to move forward, such as:

- When would you like to get started?

- What date do you want the first order to arrive?

- Shall we start on the paperwork right now?

- Which option would you like to go with?

Make sure you give them time to deliberate and answer.  A few moments of silence won’t kill you!

4.  She’s committed to asking for the business EVERY SINGLE TIME.

5.  She doesn’t take the rejection personally.

That’s all there is to closing.  And the truth is that if you aren’t asking for the business, you’re wasting all the great work you did meeting with the prospect, answering their questions and educating them on your product.