Week 11: CLOSING THE SALE Orientation There are a lot of things about selling that people don’t understand or commonly misunderstand, and nothing more so than closing. The well-known acronym “ABC” for “Always be Closing” is a big reason why. People who haven’t been properly trained in sales misuse this notion of “Always be Closing”. As a Virtual Sales Bootcamp participant, you won’t have that problem.

ABC: ALWAYS BE CLOSING

The Myth of Pressure It is technically true that one should always be closing or have a closing mindset.

It is not true that you should take this notion and misapply it by putting pressure on people and going for the close – going for the order – prematurely.

The misuse of “Always be Closing” gives rise to the high-pressure sales tactic – the used car salesperson, the snake oil salesperson, the door-to-door salesperson – of someone who is putting pressure on the buyer.

More than anything else in this program, we have talked about sales as a process that mirrors the buying process. They are two processes that unfold simultaneously where each party is jointly discovering something about the other party.

The seller (you) is discovering: needs, wants, desires, problems, issues, etc.

The buyer (your prospect) is discovering:

a. their needs, wants, and desires (by virtue of the probing questions you ask and they answer)AND

b. what you offer to help them (what you bring to the table).

Sales is not about high pressure.

Sales is a set of conversations, during which you and the other person are both very comfortable.

If there is tension or stress: back off. Use your sensibility; there shouldn’t be a tremendous amount of pressure. There may be a little bit of apprehension or anxiety, but not much.

In most cases, in what we’re selling, there should be an excitement and enthusiasm.

ABC: Always Be Closing is properly used because the close is something you’re thinking about at all times.

Not because you’re trying to get them to buy right now, but

Because you’re keeping in mind buying signals: things the other person says that are in favor of doing businesswith you. Examples:

o Asking about a particular service/teaching/package you provideo Showing and expressing interesto Smilingo Taking noteso Asking follow-up questions

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Be aware of buying signals so you can use them later – when you are at a stage that is comfortable – where it makes sense to both you and the prospect to move forward together.

The Myth of the Grand Finale A conversation often has four parts: the opening, the middle, the later part, and the end. There is a myth that closing is at the end of the conversation with a lot of drama. It’s not true at all.

Buying signals can happen at any point in the conversation. They might be delivered early in the conversation. They might be delivered in a challenging tone, but more often than not, that is just a reflection of the prospect’s own excitement and interest being piqued by what you offer. At whatever point they happen, they are inviting you to move the conversation forward (e.g., ask, “Would you like to hear more?” and then, “How would you like to proceed?”).

The sales conversation doesn’t have to go in sequence. Sales is not a linear process.

Sometimes it can take a long time; other times, unpredictably, it can be very fast process. More than anything else, be thinking about how the prospect is behaving toward you; the focus of your attention is on the prospect.

Closing is a natural extension of a mutual discovery process.

The Myth of Closing Techniques There are countless sales closing “techniques” taught, but keep it simple.

Ask a Legitimate Question At the right time, ask, “How would you like to proceed?” or a more guided way of asking is, “Are you interested more in (X) or (Y)?” (This is an assumptive close; assuming the sale.) Whatever you do, do not do it in a manipulative way whereyou’re trying to trick people or pressure them. Make it a legitimate question.

Share Your Authentic Feelings If it is a good fit for you, be open about that. Share your excitement and why you look forward to working with the person or organization. Then ask, “What do you think?”

Restate Conversation into a Proposal When it sounds like you and the prospect are ready to move forward, state so. Then restate the key points of the conversation as they fit into a proposal. Review your written notes or write them down and be sure the prospect agrees with them. Remind the prospect, “This is what we talked about.” “Parrot” it back to the prospect. Ask if the details of what you discussed are right and gain agreement on that first.

You’re not asking for the order here, you’re making sure you got the details right on the prospect’s needs and what you discussed. The objective is to move the relationship from the state of being a potential customer/vendor to being an actual customer/vendor.

ASSIGNMENT: ROLE PLAY CLOSING THE SALE With your Accountability Partner (AP), role play the closing process. One of you plays the buyer and gives some buying signals. The other plays the seller. Each of you naturally turns the conversation into an invitation to do business.

Practice this repeatedly. Role playing and accountability are vital to your success. Nothing gives you the learning and feeling of doing it like actually doing it, so treat the role playing like actually doing it.

Practice it. Be a great accountability partner.

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Take Action Before you know it, you’ll find “closing the sale” to be as uneventful as any other natural part of the selling process!

Action Plan This week, you’ll work with your Accountability Partner(s) to practice closing the sale.

1. Watch the video with the worksheet.

2. Reflect on the work you did last week regarding building your Top 40 and how you will apply that into real life

scenarios – starting now.

3. Hold (at least) two meetings with your Accountability Partner(s) to set your intention at the start of the week

and to check in and report how you’ve done at the end of the week.

4. Role play the sales closing process repeatedly with your AP(s).

5. BONUS: Close a sale this week and you can skip out on latrine clean-up duties. Close two new sales and you can

get an extra dessert in the chow line.

MOVE OUT!

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