The right way to Cease Attempting to Shut and Shut Extra Gross sales
What if I instructed you that you might shut extra gross sales by not attempting to shut the sale? Does this go in opposition to every thing you’ve got been taught about negotiation? That is additionally what I believed when skilled negotiator Jim Camp introduced this concept to my consideration.
I requested Jim if our advertising and marketing consultants ought to attempt to shut their purchasers when doing their alternative evaluation. Jim jogged my memory of the Oxford dictionary definition of negotiation:
“The hassle to achieve an settlement between two or extra events, all events having the fitting of veto.”
If a guide goes into a chance evaluation with the mindset that they’re going to use sure techniques to shut the prospect on their advertising and marketing companies, then they’ve violated the above definition by making an attempt to take away the fitting to veto.
Through the use of closing techniques and never specializing in whether or not or not the service is true for the prospect, you are attempting to remove their proper to say no to your provide. In any enterprise transaction, techniques that try to deceive somebody won’t ever work in the long term.
As an alternative, your purpose should not be to shut the shopper, however to seek out out as a lot as you’ll be able to concerning the buyer’s must see when you’re in a position to meet that want. You need to give them the chance to say no to you.
Why give them the prospect to say no?
Your purpose is to not make them say no. Your purpose is to get them to say sure. However, it is best to solely want that “sure” as a result of you’re the finest resolution to their drawback.
Subsequently, discovering out what their wants are after which exhibiting how one can be the very best resolution to that drawback is the fitting approach to negotiate a closure. Make your self and your resolution irresistible to the prospect.
You’ll be able to solely try this by laying all of it out for them and saying “Here is what I perceive are your challenges and this is how I can assist you overcome these challenges.”
This occurs by spending as a lot time as attainable within the consumer’s world and never in your world.
When you can appropriately determine their challenges and are actually in a position to assist overcome these challenges, the deal will shut by itself. You have already met the prospect’s wants and given them the chance to say no to you.
When you’ve defined issues effectively, there isn’t any longer any motive for them to say no. You closed the deal.