Richard Woodward

Strategic Planning Facilitator, Business Development & Sponsorship Training

Call 0414 886 018 | Shop Online

  • Home
  • About
  • Services
    • Strategic Planning & Workshop Facilitator
    • Business Development Training
    • Attract & Retain Corporate Partners & Sponsors
    • Presentation Training
    • Keynote Speaker
  • Workshops
  • Clients
  • Blog
  • Contact

Closing the sale – getting your prospect to say yes

The thought of ‘closing the sale’ tends to put people into two camps; those excited at the prospect of securing the deal and those nervous and even nauseous at the prospect of getting someone to say yes with the possibility of them saying no

For the latter, the concept of closing is often something they simply can’t identify with; “Closing the sale makes me feel like a used car salesman” said a participant at one of my workshops

The problem is that if we start off with negative thoughts about something we have to do, we will more than likely end up not achieving our desired result. So what can we do?

Build commitment along the way

Closing the sale is often seen as a single point at the end of the sales process where a phrase or technique is pulled out of the ‘closing techniques’ bag to nail the prospect

However if you have not built rapport, uncovered a prospect’s real needs and presented a compelling solution, no magic words or technique will close the sale

Experiencing a sales person trying to close you when they have not achieved these landmarks is both annoying and amusing

Whilst it is true that there has to be an inducement to action, closing is about gaining commitment at every stage of the business development process, for example, gaining commitment to meet, gaining commitment to present a solution and gaining commitment to proceed

Focus on the steps along the way

The key to being more comfortable with closing is to focus on addressing each step in the process in turn

Instead of making closing the sale your objective, set objectives that relate to achieving landmarks along the commitment highway such as building rapport, uncovering needs and exploring possible solutions. This will make the interaction more palatable, less pressured and the outcomes achievable

The close is natural

If you focus on each step along the way and build commitment, then the close is a natural and expected part of the process

Categories: Propositions, Proposals and Presentations, Sales techniques

RICHARD BLOGS REGULARLY ON:

  • Business development
  • Client retention
  • Propositions, Proposals and Presentations
  • Questioning and listening skills
  • Sales techniques
  • Sponsorship and corporate partnerships
  • Strategic Planning Facilitation

Latest News

How to develop a compelling partnership and sponsorship proposition

Change ONE word and you will attract more sponsors & partners

A simple but crucial formula for success in business development

Buy the Book

Business Development That Works

How to attract and retain sponsors and partners

About Me

Richard is a business development strategist, trainer, speaker and author who has worked with leading organisations since 2004 to help them attract and retain new business.

Find Me

  • LinkedIn
  • Twitter
  • YouTube

Contact Me

Richard Woodward & Associates Pty Ltd PO Box 908 Bondi Junction 1355 Sydney, Australia

Phone: + 61 2 8964 4350
Mobile/cell: 0414 886 018

Email: richard@richardwoodward.com.au

Copyright © 2022 RICHARD WOODWARD & ASSOCIATES | PRIVACY POLICY | SITE TERMS & CONDITIONS