Let The Prospect Close Their Own Sale

.As women many of us are seriously challenged by our Fear and Resistance when it comes to Closing. My Experience is that women “Traditionally” think of Closing as a really “Bold Action Step” and that thought alone makes us really uncomfortable. Our Incorrect Thinking about what it is to be “Bold” leads us to believe we must really “Push” to close the sale. To make matters worse we women in business put even more pressure on ourselves by Feeling as if “Closing the Sale” is more than just demonstrating sales ability…it actually becomes part of how we “prove” our personal Self-Worth as well! So then our Fear and Resistance toward closing really takes over and the self- sabotaging negative messages or “Inner Tapes” start to play in our minds.

We begin to hear that familiar nagging voice of self-doubt inside our heads and we start asking ourselves those undermining questions over and over again….for example: “If I can’t close this sale then what Good am I?” or “How will I ever be Successful if I can’t close?” By now the pressure is so huge that we over compensate by Ramping Up our Presentation. We Mentally over prepare and become laser focused on our desired outcome…closing the sale. The whole closing process really becomes an emotional struggle for us…Creating even more pressure, more doubt, more fear and more resistance! Whoa, it’s Exhausting and quite harmful…. We really blow a lot of sales trying to close in the face of that degree of pressure!

I have found the best way to Close “Minus the Pressure” is with my Extremely Effective Bold and Classy approach. Have the Prospect close their Own sale! Sound Good? Alright then here goes. I’ve always said we must ask our Prospects the right questions throughout the entire sales process. You know the specific questions I’ve routinely discussed in previous tips: “What specifically do you need? Why is it important? What has stopped you from buying it in the past? How long can you go on without making this decision? What alternatives do you have? How will you feel if you don’t make a buying decision? What Value do you see in what I am offering? What concerns do you have at this time? Is there any reason we should not move forward?” Well, there is a method to my madness with all those questions…

First, Ask the Prospect for permission to ask Questions: say “If it’s OK with you I am going to ask you several Questions so that YOU can decide if this is a Good Fit!” Remember Sales/Closing is not about pressuring the prospect into a buying decision. It’s a discovery process to determine if you truly have the best Solution!

Second, understand it Builds Credibility when you let the prospect know Why you’re asking lots of questions instead of simply presenting information. You will find that people answer more freely when they Realize that you have their Best Interest in Mind and that you’re not just Pushing a “One Size Fits All” Solution!

Third, here’s the Key…Repeat the Prospect’s Answers! You can repeat the answer and ask prospect to confirm that what you heard is correct or ask a question more than once by saying; “Could you repeat your answer please I want to be sure I heard you clearly?” Repeatedly hearing their Own Answers to the right “Bold & Classy” Questions at the right Time will allow the Prospect to Close themselves!

So Remember Closing is not at all about applying Pressure or Proving Ourselves! It’s about being Bold enough to ask the questions and maintain a Classy approach as you skillfully guide Prospects through their Own Sale. Be sure your Prospects Hear their Answers… Repeatedly and They will Close … “Minus the Pressure”!

I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!

Click Here to join!