Why can't you close that deal?

We are beyond the halfway point of our Sales Incentive Program and it seems that the closing of these solution sells has come to a screeching halt. As I continue to talk to reps and SP’s, it sounds like they often get about 80% of the way and then the opportunity seems to fall off the wagon. This is the point that we need to start asking ourselves some questions.

I would like to introduce some tips from our sales training guru Rhonda Moon. She’s got a couple suggestions to help you get a little closer to getting that signature.

1. Make sure that the person you are talking to is the decision maker for this purchase. Many times we are talking to the individuals where we have an existing relationship, like a traffic manager. If they aren’t the ultimate decision maker on a strategic purchase like a technology solution, our contact strategy must change. You have to make sure you are working with the ultimate decision maker.

2. Have you defined and quantified the SEKO solutions for the customer? Strategic selling has little to do with selling a product or service because customers do not buy products or services. Customers buy what your products and services create, known as benefits or solutions.

3. Have you thought about the follow-up steps after the close? Displaying your plan to measure and monitor post-sale performance is a powerful assumptive close that demonstrates your ability as a consultant versus a seller. It will also reduce the client’s fear of change.

4. When closing your sale, consider offering alternatives. People like to have choices. You can use this to your advantage by saying, "Which of these choices would you like — A or B?" With this close, you are likely to make a sale of one kind or another. Even if you are selling a single solution, you can still offer choices.

5. One final technique is the authorization close. When you have finished your solutions sales presentation, ask if the customer has any additional questions. If he has none, make a check mark on the initial SOW, where the client needs to sign. Pass the document over to him and say something like, "If you will just authorize this, we can get started right away." The word "authorize" is less threatening than the word sign, so customers are more likely to sign when asked.

If you are prepared, closing a sale can be a natural part of your conversation with customers. Work to refine it so that it grows easily out of your discussion. Forge a relationship with your clients. Believe in what you are selling, and implement some of these techniques. Then watch your sales grow!

Thank you, Rhonda for that valuable insight. You should be considering these points very seriously when you are moving towards closing that deal. If you ever need assistance feel free to reach out to myself or Rhonda. We are happy to help you.

Thanks and good luck,

Tom Madzy