Closing

Closing is one of the most difficult parts to sales – it’s when you get them to hand over the money!

You close your prospect by boxing them in. Handle their objections one-by-one until they are out of reasons not to buy. Box them in on the last one right into a deal, “John, if I can get you the leather seats at no extra charge, would we have a deal?” If they want or fear something else, then you haven’t covered all their objections. If this is the last objection, then you should have a deal. You already made a friend, and who backs out on a deal with a friend?

It is very difficult to close on the price. If a price drop is enough to compel your prospect to buy, then there are probably a bunch of other things that would work too. Besides, value doesn’t compel most people to take immediate action.

It is much easier to close on some kind of benefit package, like a warrantee or extended service. Negotiate a price drop first, but when they ask let them know the lower price does not include the warrantee. Then they will be torn between the lower price and the warrantee, not whether or not they should buy. Then offer them a deal if you can get the warrantee included at no extra cost.

As soon as the client says “yes,” shake their hand and say “congratulations,” or “welcome to the family.” Go get the product or some paperwork to let it sink in for a moment, but the client should not be left alone until everything is finalized and they are in their car. Once you have their credit card or money, you should stop selling, and start distracting by talking about something else. Do not give the prospect the opportunity to reconsider.