By Kathleen Black, KBCC
‘Closing’ is of course the proverbial Holy Grail.
Below I will suggest 5 things one can do to successfully close a sale without being perceived as pushy.
Consultants always know their outcomes. Their outcome is always to listen and connect with their client, to create comfort and trust by educating and to present the options to the client and then get out of their way.
The formula consultant’s focus is: E+R = O.
The equation stands for an Event that occurs, your Response to it, and the Outcome you want to come from it.
The power of this equation is that the outcome is what we focus on. If we’re responsive, we’re focusing on the outcome we want to get to.
If you’re not responsive, you’re reactive. As a salesperson, your decisions will be based on fear, stress and negativity. As a consultant, you will feel at ease and calm when your decisions are based on being responsive.
Ask Questions and Create Dialogue
a) What is there to think (talk) about?
b) What have I left unanswered?
c) Is there something specific I have left unanswered?
Isolate any Objections
a) Is that the only thing holding us back from working together this evening?
Gain commitment of decision
a) What will you do when you have [rephrase their objection]?
b) Here’s what I’ll do ... I’m going to step outside for 5 or 10 minutes to give you some time to talk amongst yourselves... I’d hate to leave any unanswered questions.
Eliminate Risks – to solve the problem
a) I don’t want you to rush your decision. I want you to take all the time you need to [rephrase their objection]. Here’s what we will do, I’m going to give you something that I don’t offer everyone. If for any reason you are unhappy with my services, I will cancel this agreement as if it didn’t exist. I’m just that confident that you will be more than satisfied with our services. (Then fill out paperwork. Don’t ask any other questions.)
Remember: The salesperson's approach makes you feel like you’re a bully and pushes people to say yes. They only use information to push a sale, not to benefit the client or share knowledge and wisdom.
The salesperson approach also makes you reactive. This means that your decisions will be based on fear, stress and negativity rather than the ease and calmness you’ll find when your decisions are based on being responsive.
Consultants seek to educate the client and allow them to self-discover, or decide, what is the best course of action
The “pushy salesperson” contrasts this as they seek to have a predetermined outcome and push the client until they achieve this outcome.
A Consultant seeks to establish a need and educate a client. This allows the client to self-discover their best course of action and come to a logical conclusion. We coach our clients to achieve the best possible outcome for them.