Seeking Commitment – Closing the Sale [Sales Process Part 8 of 9]
The last step of the sales process at the meeting itself is to seek commitment: to ask the prospect if they will buy. This is called ‘closing’.
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Sales Skills: A Management Courses Introduction
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Watching this video is worth 2 Management Courses CPD Points*.
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Sales and Selling Skills
This video is part of course module 8.4.1
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 1: The Sales Process
Other videos that describe the Sales Process:
🎬 The Sales Process https://youtu.be/iPZNem-Xguw
🎬 Sales Prospecting https://youtu.be/m7bQ4wNeZmo
🎬 Pre-Sales Activities https://youtu.be/lEBsFG_jqnU
🎬 Rapport Building https://youtu.be/aJqduxW2MA4
🎬 Opening the Sales Meeting https://youtu.be/gjI7e-DBPH4
🎬 Diagnosing the Need https://youtu.be/pAsYVf4E3to
🎬 Presenting Solutions https://youtu.be/xf-mhhbL2tk
🎬 Handling Objections https://youtu.be/S6JFm46Gfso
🎬 After Sales Activities https://youtu.be/3qrrlXwDjJI
There is a three-step process to asking for commitment:
Check that you have answered all their questions, concerns, and potential objections.
Summarize where you are and where you think your prospect is. If they confirm, make atrial close, with something like ‘does this sound good?’
Expect to close. Choose the right time. Do not hesitate or be timid. If you don’t ask, you don’t get.
So, ask, ‘are you ready to commit to this?’
Or ‘Which option would you like to go for?’
And, if you don’t get a ‘yes’, then apply the power of ‘yet’.
Ask, ‘what is stopping you from feeling ready to commit?’ because you weren’t quite ready, and you need to either revert to objection handling, or respect their need for more time.
The single most important thing that a salesperson needs is resilience – the ability to bounce back from disappointment and stay positive.
Once you have a close…
Do not say anything more.
You have what you want: a sale. There is a real danger that anything you add after the close can cause problems. It cannot make things better, so, it can only make them worse. It’s called ‘buying back the deal’.
The only things to talk about now are:
• Logistics and organizational arrangements
• Pleasantries and courtesies
Agree what’s next, and you will move straight to the next step. In our next video, I’ll talk about the after-sales step in the sales process.
There are many books that introduce sales and selling. These are the ones I have, and can recommend:
📖 To Sell Is Human https://geni.us/L2EQmt
📖 The Only Sales Guide You’ll Ever Need https://geni.us/AEAVD5
📖 The New Strategic Selling https://geni.us/Zt2Z9n3
📖 SPIN Selling https://geni.us/Ir5xu
📖 The Psychology of Selling https://geni.us/AjR8AA
⭕️ Links to our book recommendations are affiliated through Amazon and help support our free videos
Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)
MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS
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Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 2 MC CPD points
00:00 – The last step in the sales process: Asking for commitment… or ‘closing’
00:20 – ABC – Always Be Closing
01:49 – If you don’t seek commitment…
02:10 – Three-set process for asking for commitment
02:23 – Check
02:34 – Summarize
02:50 – Close
03:14 – The Power of ‘Yet’
03:30 – Why they won’t close
03:49 – The most important this you need
04:10 – Once you have a close…
05:09 – The two things to talk about after the close
#Closing #SalesCommitment #SalesProcess