People often want to know when it’s time to start closing a prospect. It’s a problem that can lead to a lot of headaches and lower commissionable dollars. The answer to that is actually really simple. You start closing your prospect from the very first interaction. You read that right. You start closing your prospect, you start influencing that decision process immediately. You should prove so much value that the idea of saying no isn’t even something the prospect can live with.
In order to start closing from the very beginning of your sales process, you have to identify where your sales process is, what stage you’re in, and how you can influence that process. Then, I have a couple of key strategies so you can start closing from the beginning.
Leave subtle ownership hints
Subtle ownership hints take place through your entire conversation. On your initial prospecting appointment with a customer or your first interaction, whether it’s through a telephone, social media message, something along the lines, you want to create ownership for your product or service. It’s “I look forward to talking with you about your new software system” or “your new car,” or “your new house.” When you do that, you leave subtle hints of ownership, and eventually your prospect starts to take that ownership. It goes back to the days of giving someone a reputation to live up to, and eventually they’ll live up to it. If you start giving someone subtle hints of ownership, they eventually own that ownership.
Use an assumptive close
The second part on how to step to closing your prospect is assuming that they’re going to do business with you. It’s called an assumptive close. There’s a lot of people out there who teach it and teach it in different fashions. Feel free to do some research on that and find one who speaks to you. Whatever you choose, the bottom line is that an assumptive close uses those subtle hints of ownership through the entire presentation. In doing that, you are assuming that the prospect is going to say, “Yes,” at the end. And when you’re assuming that someone’s going to say, “Yes,” at the end, you develop a natural level of confidence that is displayed in every interaction.
So if you have a heightened level of confidence, you’re giving subtle hits of ownership, and you’re giving this person the belief that this product is already theirs, there is no confusion anymore. People know exactly what they want to purchase, what they want to buy. And you’ve done that by closing this person from the very first interaction, by simply saying, “Yours. This is going to be yours.” You’re going to assume they’re going to do business with you.
And when you assume they’re going to do business with you, your confidence has to be at an all-time high. This isn’t the time for weak words. Weak words in sales sounds like this. “Would you maybe…” “Is it okay if I possibly…” “Maybe…” “Do you mind? I’m trying this out?” “If you buy this house…” Those are wimpy words. Don’t give people a wimpy word. Have strong confidence. Develop ownership by subtle hints of ownership and subtle hints of creating possession with your prospect from the very first interaction. Assume they’re going to say, “Yes.” And don’t use wimpy words when you ask them to purchase your product. No if. No maybe. No possibly.
If you need help closing deals, role playing, any kind of coaching, reach out to me. I’m happy to help. In the meantime, pick up a free book here