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Closing; Just Shut Up!

Submitted by Mitch Seigel on Tues, 2/24/2015

The biggest challenge a salesperson has in closing a sale is him/her self. Yes, getting in the way of hearing the client saying they would like to buy. As you know, the client doesn’t always say, "I want to buy," so hearing the subtleties in the closing process is key!

So you’re asking, "how do I make sure I hear what the client is saying to be able to recognize they are closed?" SHUT UP! JUST, SHUT UP!

Often times talking with the client is done remotely. Many times there are several people on the call at one time, from both teams. It is often a problem when questions are asked, as to who answers, and what length of answer do you give. The key from the sales side is to be brief and listen to the response of the client. Probe with more questions or ask if they have more questions. But once you ask that question, which incidentally is a closing question, you’ve got to learn to SHUT UP!

Not only does it get in the way of hearing the answer, if you keep talking, but it gets the client frustrated with the way you are handling the situation. They also feel they have limited time to voice their opinion, and we all know the customer is always right! You’ve got to give them the chance to feel that way.

It is also then key to anticipate what will come next in the conversation. That means thinking ahead about the directions a conversation can go, and be ready with answers for any of the directions it takes. As in most parts of the sales process, that means practice, practice, practice!

I have been on so many calls with salespeople, where the eager sales person is jumping on the words of the client repeatedly. Think about it, how much of that can a person take? Put yourself in the shoes of your prospective client and you too can become a great listener, leading to great closing!

What are your challenges when it comes to closing? I look forward to hearing your comments. Until next time...