Closing the sale is about building commitment at each stage of the business development process and if we have built commitment the close is an expected and natural part of the process.
Here are five techniques for inducing action after having built commitment.
Ask them if they would like to go ahead. If they want to go ahead (and why shouldn’t they at this point) they will say yes
Suggest a specific scenario for them to agree to
“I can provide 10 tables at $200 per head. Would you like to go with that?”
Invite them to be involved
“We are meeting at the venue next week. Why don’t you come down and we can look at the layout for the event and how it will work for you on the night”
Get them to agree to a point in the implementation time line
“To give you the maximum exposure in the event program we are going to need your logo by next Friday”
Get them to make a choice
“We mentioned that there is the opportunity for a representative from your company to make a speech at the event. Will you Chairman or Managing Director undertake the speech?”
Whichever technique you use:
Deliver with confidence
Deliver the words with confidence to give the prospect the confidence to proceed; and
Assume that they want to go ahead
Give it a go!
Try relating the techniques to your own situation and give it a go