The “Close” may be the most important step in the sales process, but it’s also the most intimidating one for designers, architects, kitchen and bath professionals and others I’ve coached over the years.
One home stager I talked to recently described her mortal fear of coming across as “too salesy, too aggressive, too obnoxious” every time she attempted to close a sale.
Stinkin’ thinkin, to be sure.
Does your surgeon feel that way when she informs you that you broke your wrist, and that she can perform the operation to repair it?
Your main mission in the sales process should be to find, and offer to fix the pain. You should determine early in your discussion what the prospect’s key challenges are when it comes to their window treatments, or furniture or commercial office space.
You job at this point is to shut up and listen. Listen so well, that you can reiterate, virtually word for word, the issues they face.
And that’s exactly what you do, when it’s time to close the sale.
It’s my understanding, “you say, “that your kitchen isn’t working for you, that it’s outdated and too closed off, and the cabinets and appliances are in bad shape.”
And then you simply inform that exactly how, where and when you can help, and what the investment for doing so would be.
Salesy? Aggressive? Obnoxious?
Not hardly. By helping them identify their problem, and using the close to offer to fix it, you are doing them a service.
Might you encounter price objections as you try to seal the deal?
Is that a problem?
As we explain in the Overcoming Price Objections digital audio program, prospects have to be at least somewhat interested in your services to even raise an objection. That’s why your chances of closing the sale are at least 30% higher when some price objections are raised.