How to close the sale.
This week’s question comes from Laura who asks…
“How to overcome my fear of asking for the business when it comes to a paying project? I find it easy to ask people to join a free class, but choke when it comes to asking for the money.”
Ok Laura, I’ve got some good news and some bad news for you.
The good news is, you are getting interest. The bad news is, if you don’t know how to turn that interest into paying business, all that interest is for nothing. IF you don’t know how to close the sale and get paid, then you don’t have a business, you’ve got a hobby.
But closing the sale is actually very simple when you know how to do it without feeling pushy. Part of this is about getting your mindset right and part of this is about having the right words to close the sale naturally and conversationally.
Closing techniques are not necessary to close sales unless, of course, you are into high-pressure selling (and if you are, this online tv channel is not for you cos that’s not how we roll around here).
So let’s talk about the mindset piece first.
You’ve got to remember, that if you’ve got this far, the other person IS interested, they’ve signed up for your free stuff because they are interested in what you offer.
The next thing to remember is that people may hate to be sold, but they love to buy. So think of your role in this as ‘helping them to make the buying decision’.
The word ‘to sell’ comes from a finnish word meaning ‘to serve’. If you’re NOT inviting people to take the next step and invest in your paying services, you are actually doing them a disservice.
So have a sales conversation which naturally leads to your prospect wanting to do business with you. You want to ask questions which will help you establish the gap between where they are and where they want to be, and then present your solution as the way to close that gap.
As long as you do this, the only “closing” you have to do is to suggest the next step. Here are my favourite conversational ways to suggest the next step.
- When would you like to get started?
- Do you have further questions, or are we ready to proceed?
- Sounds to me like you’ve already decided to go ahead with this – am I right?’
- Is there anything else you need to know to move ahead with this order?
- Any reason to wait any longer?
- Since we’re in agreement that this is what you’re looking for, and it’s within your budget, let’s go ahead and get the paperwork started, OK?’
- Are you ready to start going over the final details?
- Am I about to get my next client?
So here’s what to do now. Pick two of the examples I just gave you and practice them until they feel natural and conversational. Make sure to write them down and then USE them in your next sales conversation. You’ll start getting paying clients faster than you ever dreamed possible.
And now it’s over to YOU. How do you feel about closing the sale and asking for money. Is it easy? Or does it terrify you? What are your favourite phrases for closing the sale, let’s continue the conversation over on my blog bernadettedoyle.com
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