Hey Sales Reps: Is Your Closure Complex Being Compromised?

January 28, 2011 at 10:09 am | Posted in Adrian Miller Sales Training, entrepreneurship, New York Sales Trainer, sales, Sales Training, small business, The Blatant Truth: 50 Ways to Sales Success | Leave a comment

Yes, despite the fact that the economic downturn seems to be slowly turning around, companies are still gun-shy and seem slow to pull the trigger and say “yes” on proposed projects.

As salespeople we all know that we want, no need, to close new business. Anything less and we’re not happy.

So with that in mind, there are things that can be done to help lessen your prospect’s fear of closure.

1) Baby steps: Sometimes we ask our prospects to bite off more than they are comfortable with. We ask for full commitment before they are ready to commit. The solution to this is to “stage” your project and instead of asking the prospect to say “yes” to a very large and sometimes financially burdensome endeavor, you can start with just a small piece. Let them see you in action and get comfortable with what you can deliver. When they see your competencies and are comfortable with the deliverables, then you can close them on the larger program.
2) Money back guarantee: Okay, so I don’t really mean “all” of their money back but why not make them feel less exposed and offer them some sort of satisfaction clause. It doesn’t have to be money back, it could be additional hours or work put against their project. Whatever it is, it will make them feel more comfortable about saying yes.
3) The give-away: Yes, take the high road and give something for nothing. Can you provide a few extra hours of your time to ensure that your prospect will succeed with what are proposing? Can you offer an add-on or item that might cost you little yet has a high perceived value? Think creatively. Don’t we all appreciate “something for nothing”.

By taking a good look at some of these tactics you might be able to improve your close rate and have fewer prospects “stuck” in the sales pipeline. Give it a try.

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