The Ten Rules of Closing
That’s right folks. Short, sweet, and simple: here are ten things you MUST know for a successful close.
1. Put Yourself in a Closing Situation
Rule number one of working a close is that with each and every customer you’re working with, you MUST put yourself in a closing situation. As you make your way through the system, you’ll learn how to let negativity, complaints, and excuses from a customer deflect off of you, to move forward, and to keep yourself and your client in a closing situation at all times.
2. Focus on The Goal
The second rule of closing is to focus on the goal: soliciting an offer. Your goal as you enter the closing stages of a sale is to use all the tools in your arsenal in order to have your client come to YOU with a proposal. This may lead into negotiation if you haven’t gone through that process already or may lead back to it if you have, but focusing on the goal is imperative as you begin to close out the sales process.
3. Recap and Funnel
The third rule of closing is that you MUST recap all steps of the sale with your customer in order to guide them an easy decision. When the entirety of the sales process you and the customer have gone through together is laid out in a concise way, the big picture becomes much more accessible to someone who doesn’t know the strategy, and thereby the process of guiding the conversation down the funnel and on to a full close becomes much easier.
4. Deliver All Proposals in Writing (And Then Keep Quiet)
The fourth rule is that you must deliver all proposals to your customer in writing – and then KEEP QUIET. As your customer goes through your proposal, don’t give in to the temptation to keep talking as they absorb it. Giving a customer the silence and the mental room to process everything that’s gone on throughout your sales process is an important step in ensuring that they don’t become overwhelmed and defensive. One too many pushes can make even the best of us dig our heels in, even if what we’re being pushed towards is something that we ultimately want, so always remember: that once the proposal is in writing and in the hands of your client, the first person to speak loses.
5. Use Small Increments When Negotiating
For the fifth rule of closing, when you arrive at or return to the process of negotiating, it’s imperative that you use small increments in the discussion. It’s easier to paddle downstream than upstream, and if you invest the time and patience in getting our client where you need them to be while adhering to a pace that works for their individual needs instead of pushing for the big numbers right away, it will be a much more effective method of getting – and keeping – both yourself and your customer in the closing mindset.
6. Remain Flexible
When it comes to closing, flexibility is a necessity. Never box yourself in. While you don’t want to leave things so open-ended that your potential buyer can wander off the path of your controlled sales process or closing plan, it’s a fact of both life and sales that the stick that can’t bend will break. Guide the process, but be open to questions and conversations that YOU might consider a foregone conclusion. This flexibility will maintain a level of comfort for your client that will make the closing process that much smoother.
7. Be Clear, Concise, To The Point
If you’ve done things right (and since you’re here taking advantage of the valuable resources here on my site, we’ll assume that you did) then you’ve already done most of the talking required. You’ve effectively brought both yourself and your buyer to the closing section of the sales process, and at this point in time, the last thing you want to do is overwhelm or alienate your potential sale by overwhelming them with more information or even conversation than is necessary. Always remain clear, concise, and to the point during the close.
8. Two ears, One mouth
You have two ears, and one mouth – do the math. Always listen more than you speak during the close.
9. Assume The Close
We’re all aware of how powerful a took language can be, and combining suggestive language with sales skills allows us to work on a subconscious level as well as a conscious level. Don’t use words like “if” or “maybe”. Assume the close, and use phrases that include the words “where” and “when”. If you speak like you have a signed agreement in your hands and are about to shake hands with your customer, that confidence and the suggestion that the sale is a foregone conclusion will be communicated to your customer. Ask your client where they’re going to go first with their new vehicle, or when they’ll be planning to show it off to all their friends at practice. This technique will be extremely helpful as you take the final steps toward delivering a unit.
10. A.C.E.
And finally, you must always bring your A.C.E.! Your Attitude, Energy, and Conviction to every single close. These factors are what are ultimately going to assure your customer that not only is accepting your proposal a smart decision, but it’s a GREAT decision, and one that they need to take advantage of right now. You MUST bring your A.C.E. in the close!
These are the ten most important rules to abide by when closing. The these rules and your commitment to LEARNING and SUCCESS as you work your way through my program is going to provide you with the tools you need to sell that vehicle.
For more tips, techniques, and rules, fill out the form below to get in touch with ME – let’s talk, and together, we will set you on the path to CLOSE those deals every time.
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