YOU ARE NOT THE CLOSER
TAKE A BREAK
In general, salespeople tend to put way too much pressure on both themselves and the prospect because they are constantly trying to close. This does a huge disservice to not only the prospect but also to the salesperson. The salesperson feels responsible for closing when it is not even their role. We believe that the only person qualified to close any piece of business is the prospect themselves. As a salesperson, it is not your job, nor should you try to close anyone on anything. Your role is to ask questions and help the prospect discover the best next step. Very few people want to be closed. What most people want and need is someone to help them buy. Start by asking questions that will help you understand what they’re struggling with, what their issues are, and what they have tried to do in the past to solve these problems. Once you fully understand their problem, determine what they’re willing and able to invest in order to solve the problem. Now you dive into budget and determine whether they are willing to invest the time and energy needed to successfully implement this change. Once you have discussed the prospect’s problem, their budget, and their decision-making process, you can provide your solution. Make sure you only present a product or service that addresses their specific issues, fits within their budget, and is compatible with their decision- making process. After the presentation, if you have followed these steps, it should be very easy for the prospect to say either yes or no. When handled correctly, the prospect closes themselves and you just facilitate the discovery process. A good salesperson helps someone make a purchase that will provide a positive impact. They do not hunt ruthlessly for their bottom line. If you would like help figuring this process out, join us as a guest in one of our sessions. Go to Crossroads.Sandler.com/TNP for more details.
We have 20 complimentary copies of this new book to send out — if you’d like one, email joan.stephens@sandler.com or call (208) 429-9275 to request your free copy!
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