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So what do you think? is the most commonly used phrase to close by the inexperienced or new entrepreneur. The amount of times I have heard that type close is just unreal.

Closing the deal is the most challenging stage of any sales process. It's when you find out whether all your effort is going to pay off or not. It’s all about timing. I will just touch on a few things you should know to have a successful close. The actual “How to's” are contained in my seminars. You don’t want me to give away the ranch do you?

But before I get into the parts of a successful close I will provide you with one important tidbit of information; “People do not want to be sold anything!” If you try to sell your client anything you will not even get to the close step. Case in point; you have answered your home phone with a telemarketer on the other end. How many words fell out of the telemarketers’ mouth before you said “no thank you”, or some kind of other expletives? Have you ever thought why you hung up on that call, other than the interruption during dinner? Did they lead with a question? If so, that’s why you hung up on them. It has been proven if you lead your conversation with a question your prospect will run in the other direction. “People do not want to be sold anything!”

I have to share this with all of you. While writing this article I received a call from a gentleman in Ohio who had found me on one of my social networks. As I was reviewing the above paragraph is when this call came in and this is how it went; “Dale, how would you like to double your investment in . . . . . . . .? I interrupted him and stated, “Sir, you definalty need to take my courses.” He did not even acknowledge my statement, but stated “I just wanted to peak your interest!” You know he might have had a good program but his approach told me he was more interested in making his sale or commission than he was about who his prospective client was. But the subject of prospecting is discussed in detail in one of my seminars. So, back to the subject at hand.

Knowing when to close is one of the most challenging and the biggest reasons for a failed close. Timing is a critical factor for successful closings. If you try to close too early your client will most likely be clutching their wallet of purse so tight their knuckles turn white. Ya see, they feel you're only interested just in their money. If you close too late you could loose your client to a competitor.

Know and understand your client’s needs, wants and desires. Establish a genuine relationship and rapport as they are key elements in a closing. The better you know your client, the easier it will be for them to say "yes" when it comes time to finalize the deal. Be real people, a savvy client can spot a phony 20 miles away!

Understand your leverage, know how to match your strengths with your client's priorities, and then be prepared to use that knowledge as leverage in the closing. In most cases costs is important, but understand it isn't the only factor your client considers when making a buying decision. Customer service, product quality, and other concerns may also be factors. When these issues come into play they may be more important than the bottom line costs.

It is an absolute must that you know your competition. In a perfect world there wouldn't be any but we all know we don't live in a perfect world. So in that case you need to do what ever it takes to gain the advantage over your competitors. Once you understand and stay up-to-date with your competitors’ offers, structure and processes, you can go into your close with confidence equipped with the reasons why your client should put your product or service on the top of his or her list. Know the competition - In a perfect world, there would be no competition in small business.

Now this next issue has laid many of businesspeople on the side of the road in a state of demise. It is critical to know your product or service thoroughly. Without that knowledge your chances of closing any deals is slim to none. On the other hand, knowing your product and service isn't only for the sake of your client, as it also helps build your confidence in your product and service. Finally, a product and service you believe in is always easier to present than the one you don't.

In the last subject on closing on and talk about is; what makes you and your product or service so unique? What is it you can offer your client that is different from anyone else dealing the same as product or service you are? Think about what you're able to offer your client that no other company, product and or service is capable of delivering.

Instead of trying to convince your client how standard your company is, learn what makes it unique and be able to communicate that uniqueness at the closing.

In this article I have covered just a few of the things required to be an effective closer. Understanding the mechanics, or the “How-To's" is offered as one of the nine part seminar series on "Professional Growth, Marketing Strategies and Business Success Seminar " series. Visit my site for more exciting business How-To's

Mr. Dale Simmons, known as the “WHY” man, is a interactive motivational and "self-help" speaker who introduced the Pebble in the Pool © theory.
With more than 28 years in the corporate market and conducting hundreds of training and career motivational presentations, Dale has developed the Pebble in the Pool © theory. In addition, seminars on Goal Setting, Team Building, Time Management and Lean Manufacturing Principles are now being offered to the private sector.

Article Source: ArticlesBase.com - So What Do You Think?