What should you expect when selling merchant services? What’s it like to be a merchant services sales rep? Following are some things you can expect....
Assuming the Sale and Closing the Deal – How to Sell – Part 5
I’m excited to bring you the conclusion of the five-part mini-series on “How To Sell.” Hopefully you’ve gotten some great information from these episodes. believing in your product or service in Part 1 – It’s not what you SELL. It’s what you TEACH. positioning yourself as the expert in Part 2 – The “Expert” […]
I’m excited to bring you the conclusion of the five-part mini-series on “How To Sell.” Hopefully you’ve gotten some great information from these episodes.
- believing in your product or service in Part 1 – It’s not what you SELL. It’s what you TEACH.
- positioning yourself as the expert in Part 2 – The “Expert” Opening Pitch.
- dealing with objections in Part 3 – How to “ignore” objections.
- convincing prospects in Part 4 – The game of “yes” and how to win.
PART 5 – The conclusion, of course, is how to close the sale.
How to close the sale is the topic of greatest interest to sales people, right? I’m going to disappoint you right off the bat; nothing I present in this article is creative, innovative, or exciting. Only sales people who don’t know how to sell use creative, innovative, and exciting closing statements in hopes of tricking prospects into saying “yes” in spite of a poor presentation. That is not a good strategy; it will generate a negative response or an uninformed client who will cancel in a month because he/she doesn’t understand the product or service purchased.
Read the previous blog post. The Game Of Yes And How To Win – How To Sell – Part 4: http://bit.ly/2zGfymU
I prefer the phrase “assuming the sale” rather than “closing.” You must assume the sale to close the deal. Consider the situation of my visit to the vet today to explain assuming the sale. I took my dog for shots. While there, the vet recommended some other treatments for my dog. She answered all my questions and explained everything in detail; she was the expert. So, I spent hundreds of dollars and did exactly what she said. She closed the sale and didn’t even need to be present at the close. She sent me to the front desk to pay. The expert was building her case, and I was agreeing. The close was simply moving forward with the necessary treatments and payment.
To assume the sale and close the deal you create your timeline of action steps and execute them. Because of your passionate transfer of knowledge, prospects will understand and agree with the facts presented. They will be ready to move forward without your even asking. If there is an objection, you will reposition that as a question, answer and go right back into the sales process. Explaining the action steps and moving forward is not difficult as long as you have them pre-planned. Here is an example:
“Susan, it’s been great talking to you today. I can see we’re in agreement with all the things we’ve discussed so far. Let me lay out a timeline for you of how we can implement this solution. The first step is a little bit of paperwork right now. As you know, we’ve got to go through some paperwork to get all our details done. Then in about three days after the paperwork is done, we’ll ship you the X product and this service.”
Walk prospects through the timeline. Then ask, “Do you have questions about any of that before we get everything moving forward?” Answer any questions until eventually he/she says, “That sounds about right. Okay, let’s get that paperwork done and go on to the next step.”
If you sell the product or service right, you don’t have to close very hard. Early in the sales process present the information, building one block on top of another. Convert objections into questions so you can win the “yes” game. Then by closing you should just say, “Here is what is going to happen next. Do you have any questions for me?”
My name is James Shepherd. I hope you’ve really enjoyed this five-part mini-series. Take a few minutes to comment below the video or send me an email: firstname.lastname@example.org. Let me know what you think and if I missed anything. I’m always looking for content ideas, so please share any feedback ideas for future episodes. Thanks so much for taking your time to watch the videos, listen to podcast episodes, and/or read the articles. Have a great day!
The Game Of Yes And How To Win – How To Sell – Part 4: http://bit.ly/2zGfymU
Read next post: How to Choose the Right Processor – Part 1