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September 25, 2015

Tips on Getting Your Customer to Sign on the Bottom Line

“Closing the deal” — it’s the moment every salesperson or business owner works towards. You’ve made your pitch, negotiated with your customer, written up the agreement or order, and now it’s time for the signature and the final handshake.

Getting to that celebratory moment isn’t always easy, though. What do the pros say about what you can do to perfect the art of closing the deal?

At Entrepreneur magazine, they offer a list of “12 commandments” for closing, including:

  • “Remain seated. The saying goes, present the product, service or idea on your feet, but always negotiate from your seat. Even if your prospect stands up, remain seated. Going from a seating position to standing up suggests something has changed and allows your prospect to exit and end the negotiations.”
  • “Always present a proposal in writing. People do not believe what they hear, they believe what they see. Always have a contract available and a writing pad. Anything offered or points of value that are included should be written down to show buyers what they get when they make a decision with you.”
  • “Always carry a pen. I [article author Grant Cardone] remember once I was closing a deal, and I reached for my pen in my jacket but it was gone. The prospect took this as sign that he shouldn't sign—and didn't. I was devastated, and now I refuse to go anywhere without my sword in hand. All agreements require signatures and that requires ink. Keep a pen available at all times. In fact, always have a back-up pen, too.”
  • “Ask one more time. Figuring out another way to circle back and reposition negotiations after being told "no" ultimately will make you a great closer. It is not rude to persist; it is the sign of success and prosperity. Because I continue to ask in another way for a "yes" after being told "no" does not mean I did not listen. It only means I am more sold on my view than I am the other's view.”

Over at INC.com, their article “2 Little Words to Close More Sales” makes the case for using “sales tie-downs” when communicating with your customer:

“Sales tie-downs are short questions you add to statements throughout your presentation to get your prospective customer to start saying yes long before you go for the close. You want to engage your customer and get them used to saying yes.”

You know what I mean? Are you following me? These are tie-downs. End statements with questions like: Wouldn’t you agree? Is that right?”

“These questions can be as simple as:

  • Aren’t they?
  • Can’t you?
  • Isn’t it?
  • Shouldn’t it?
  • Won’t they?”

In addition to getting the word “yes” into your conversation, using tie-downs like these allow you to “check in” with your customers as they verify they understand what you are saying and that it’s okay for you to continue.

Hopefully you’ll continue the conversation right to that final sale, and that’s what you want, isn’t it?

In your training business, what kinds of tips and tricks have you discovered to bring your sales to a successful close? Let us know in the comments below.

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