There are many sales practices to close a deal but don’t
ever let the method of forcing your customer into a quick buy be part of your
strategy. Today’s sophisticated buyers are all too skeptical of any kind of
strong-arm tactics. They want to come to the end of the sales cycle feeling
that they are making all the right decisions and fully confident that they are
the ones who will benefit most from the deal. If you put yourself first or try
to trap your customer into buying, they will balk and may even walk away.
Dig deep into what you learned in your consultative selling
training program about helping the customer move through the buying process at
a pace that suits them and about learning along the way what they need and want
most. Of course, you are anxious to close the deal but there are ways to help
customers succeed without causing them to feel coerced.
Think about how you reacted when the used car salesman
pushed the contract under your nose, handed you a pen, and said, “Why don’t you
sign this now so you’re all ready to drive off the lot?” There was no way you
were going to succumb to that kind of pressure.
You would, of course, be far more subtle and client-centric with
your customers. But buyers still can feel that they are losing control of the sales
process and negotiation and, if they are not ready to make a decision, begin to
back away. Instead, we recommend introducing some logic into the process…logic
rather than emotion evokes more security on the part of the customer.
Why not ask if it is “reasonable” at this point to move
forward? In other words, you want to know, from the customer’s point of view,
if it makes sense for them to move toward a decision. If so, you are well on
your way to obtaining their signature.
If not, you need to learn why. Again, this is where your consultative
selling skills will be needed. What is standing in the way? Here is your
opportunity to remove any obstacles to closing the deal. If you did not do a
complete discovery on the front end of the sales process or if a problem or
concern reared up since you last talked, you can address it.
Give your customers the space they need to work through
their decision making process. THEN you can hand them the pen and shake on the
deal.
Learn more by going to http://www.lsaglobal.com/solution-selling-training
