Top 8 Steps to Guarantee Closing Sales

Author: Sam Manfer

It’s best to have the goal in mind – the sale. So let’s start from the end and work backwards.



8. Get all the powerful people – especially the most powerful person to commit to your offering. If it is a business sale, there may be lots of people involved. If it is a consumer sale (car, house, personal item), determine who has the power – husband, wife?



7. Ask for the commitment. i.e. “Since you’re feeling good about what we’ve just discussed, can I have your commitment today that you will support me/my company. If “yes”, you’ve won a vote - not the sale yet. If “no”, ask “How come?” i.e. “Seems like you have some concerns. Please explain”


6. Ask the magic question – “How do you feel about what I’ve just presented?” If good go for commitment. See above. If not good or hesitation, ask “What’s the issue.” See above.
 

5. Ask questions about what’s wanted/expected. “What would the perfect solution look like to you?” Stop talking and listen. Base your presentation on what’s said.

a. The biggest mistake is to ask others what someone else wants/expects.

b. If nothing is said about what should be a concern, expose and entice to sense if there is any interest. Otherwise let it go.


4. Make answering your questions a condition before presenting. i.e. “I know you’re expecting me to tell you about our stuff, but before I do, can I ask you a few questions about your wants and expectations so I don’t bore you with information that is of no interest to you.”

a. People reveal more one-on-one and you have to appeal to this person to win is/her vote.

b. Rescue strategy, when you can’t resist the urge to present, is to ask each person the magic, feeling question. See above



3. All the people who are touched or impacted by your product, especially those in high places are the vote you have to capture. The powerful will make the final decision. It is what it is. Besides, what would happen if your competition gets to the bosses.



2. Interviewing and presenting to all these individuals is a lot of work and should only happen after you qualify that this is a good company and a good opportunity for you to pursue. Anything with life is not good for you. Use history to determine the profile of those who are most likely to do business with you. These are your plumbs. Leave the rhubarbs for your competitors.



1. Have a systematic prospecting program. Your easiest prospects are current customers if you have developed C-level relationships, Read TAKE ME TO YOUR LEADER. Your toughest prospects are new account, cold call, types. Prospect for those that fit your profile.



See selling is systematic and can be easy. People make it tough by pushing product, going after everything, and trying to beat the competition. Best case these people close 30%. Do the above and you’ll soon be closing 70% of those you choose to pursue.


About the Author:
Sam Manfer provides powerful selling information through articles, books, and seminars for Relationship Selling at C-Levels, Effective Sales Calls and all other selling skills. Visit www.SamManfer.com to see more inspiring articles and to register for his free Selling Wisdoms E-zine.