In the world of sales, the saying goes, “Until you close, you have not sold.” It’s a harsh reality, but in many cases, the ability to close a deal is what sets successful sales professionals apart from the rest. While the process of selling is essential, the art of closing is the final piece of the puzzle. In this blog post, we’ll explore the principles of professional closure that can help you seal the deal like a pro.
Principle #1: The Principle of Definitive Urgency
Closing a sale requires a sense of urgency. However, it’s important to note that not every potential customer will be eager to buy right away. The deal becomes urgent when the customer perceives it as such. Skilled sales professionals know that the key is to recognize when a customer is most excited or motivated and use that moment to ask for the order.
Many salespeople believe they can create urgency, but it’s more about harnessing and amplifying the customer’s existing motivation. When the customer is at their peak interest, it’s time to stop selling and make your closing pitch. Remember, closing the sale is not about pushing the customer into a decision; it’s about helping them see why it’s in their best interest to act now.
Principle #2: Deals Never Close. People Close Deals
Isaac Newton’s First Law of Motion tells us that “All things continue in their state of rest until an impressed force acts on them.” In sales, this law rings true. Deals don’t close on their own; it takes a skilled salesperson to make it happen.
Your job as a sales professional is to guide the customer toward making a decision. Waiting for customers to call you back and close the deal on their own is a rare occurrence. If they do call back, it’s often due to external factors like a competitor undercutting your offer or a change in their circumstances. Thus, professional closure is your responsibility.
Principle #3: Tell Just Enough
Excellent closers understand that every buyer is unique. While some buyers require an abundance of information to make a decision, others already know exactly what they want before they engage with you. They’ve done their research, understand the product, and are ready to make a choice. In such cases, your role is not to continue selling but to facilitate the purchase.
The question to ask these prepared buyers is, “What exact information do you need to make your decision?” This approach respects their knowledge and time while ensuring that you provide the necessary details to close the sale. Tailoring your approach to the specific needs of each customer is a hallmark of professional closure.
Opportunities Are Abundant; Capacity Is Key
While it’s a common saying that “opportunity comes but once,” this statement is far from the truth. Opportunities are not scarce. They exist all around us. What truly separates the successful from the less successful is their capacity to recognize and seize these opportunities.
Capacity is built through a combination of factors:
1. Influential People: Surrounding yourself with people who inspire and motivate you can significantly enhance your capacity to recognize and capitalize on opportunities.
2. Reading: Books provide a wealth of knowledge and insights that can help you sharpen your skills, broaden your horizons, and become a more discerning individual.
3. Training: Continuous learning and training programs help you develop expertise and stay ahead in your field, equipping you to spot opportunities that others may miss.
In conclusion, closing the sale like a pro is not just about being a great salesperson; it’s about recognizing the unique needs and motivations of each customer, applying the principles of professional closure, and continuously developing your capacity to identify and seize opportunities. Remember, opportunities are abundant, but it’s your ability to capitalize on them that truly makes the difference between success and stagnation.
