Closing a deal is just like proposing to that special someone…you should already have a pretty good idea that they will say Yes when you ask that sweat-inducing question.
You should already have a good idea that the buyer is going to say Yes when you ask them for the order (or to “move forward”, or however you ask if they’re ready to close).
What I’m saying is that you need to close the deal before you ever actually close the deal.
Let me explain…
Set Up the Close
The ability to set up the close early in the sales process is a skill that only the true professionals know how to do.
Let’s start with the mindset of “People buy things to solve a problem, either real or imagined.”
Now ask yourself… If people only buy things (aka close on the deal) to solve a problem, what do I need to do in order to close this deal?
A: Solve the problem!
If you can solve the buyer’s problem, you have a chance at closing the deal. This means that the close is actually set up during the fact finding phase!
You need to identify the buyer’s problem, and then present your product as the solution to their problem. It’s literally that easy!
Ok, problem solved. Now what?
Now that you’ve identified the buyer’s problem and shown them how you can solve that problem for them, you’re most of the way towards that shiny new commission check!
This is the point where you ask for the order with certainty that they will move forward without much (if any) resistance. You’ve solved their problem, which is really how you pre-close the deal!
You’re able to close with certainty because you’ve already solved their problem, you’ve built value (which happens by solving their problem, and SHOWING them how you do it), and you’ve built up certainty in yourself and your company!
You’ve done all the leg work in advance, so the close is the easy part…most of the time. However, there will always be those buyers that start to unwind as they get closer to having to make a decision, and that’s why having 100+ ways to close deals using logic is so vital!
You can find all of this material and more inside of Cardone University, or contact me for sales coaching!
-Jake Martincic
P.S. Quick recap, you set up the close with your fact finding.
If you’re asking the right questions to identify WHY the buyer would ever even want your product, you will make your life so much easier when it comes time to ask for the dollars!
JakeMartincic.com 