You are a master of closing, sell with a silk tongue and you are Mr. Personality. You know how to close but for some reason you’re hitting a wall lately or maybe you are just getting into the sales profession and you are searching for that Platinum process that will guarantee you sales and graduate you into the rankings of a Proven Closer. The sales call is catching fire and you are stuck right in the middle of a burning inferno with walls collapsing, beams falling and the smoke is building all around you. It’s getting really hot, really quick so what should you do?
Just as you were taught as a kid in elementary school…you need to stop, drop and roll. You might be asking yourself what is this technique? I’ve been in sales for decades and I have never heard about this. Well, I’m going to shed some light on this technique so you can start applying it right away.
The first rule of thumb in sales is the client should be doing majority of the talking. How can you sell a client on a product or service you offer if you don’t know what the client needs. This subject is a little controversial but the rule is 80/20. The sales associate should only be doing 20% of the talking and 80% listening. If you find yourself talking too much, the odds are greatly stacked against you because first off, you will come across as someone who is in it just for the sale and also you may come across desperate. I understand, you as a sales professional you’re objective is to close the sale and when you walk in the door, the client knows your a sales person but that doesn’t mean you’ll close the deal. Keep in mind, people don’t care what you know, until they know how much you care! Everybody wants to buy a product or service from a desperate sales person, right? Never! No! Incorrect! Clients can smell desperation off your collar. No one wants to deal with a thirsty sales rep so quench that thirst before going in.
Once you gained your composure and you stopped screaming “fire” it’s time to drop. Drop what? Drop some of the most thought provoking questions that your client needs to answer that will lead to the close. I’ve been in sales over 20 years and I have learned that the better and more structured the questions are in regards to their business, the greater odds are in your favor. Asking the right questions about what’s important to them is key in probing and needs based selling.
Here are some examples of questions I’ve used in my Industry:
- If you could put together the ideal marketing program together for your business, what would it look like and what would you’re expectations be?
- What keeps you up at night?
- What have you done in the past and what were the results?
- On a scale of 1-10, how satisfied are you with your current marketing efforts?
- Would you rather be relevant, competitive or dominant in your market?
By asking the right questions, you now set yourself up for the final piece of this technique!
Now it’s time to roll your clients directly into the close. You stopped throwing up on your client, you gained your composure and starting asking thought provoking questions so it only makes sense to provide the best solution for your client and their needs. This is where you as the sales rep let the client know, “based off of what you said earlier about how you wanted to X and Y, you also said one of the most important focuses of your business is Z, this is what the best recommendation would be.
Sometimes, even the best sales professionals lose their way. Stop, Drop and Roll your way to the close! Happy selling and much success!