To close a sale, you need to ask for it. Even if you’ve done a good job of presenting the benefits the baby boomer will enjoy from purchasing your product or service, there are still objections that might come up. When you close, you want to pull those objections out of the prospect so they are on the table for both of you to look at. Then you want to show them how purchasing this product or service overcomes those objections.
As a guerrilla marketer, this is never about fooling the prospect or “pulling one over on them.” We never deceive our prospects. If you don’t fully believe in your product or service, you have no right to be selling it; therefore if you are selling it, you should have no problem believing and demonstrating that your product or service is the answer to their problems. Of course, you should remember that your product or service is not the answer to everyone’s problems, but it is the answer to your target market’s problems. Make sure you are doing your research up front so that you are engaging prospects that are potential ideal clients for you. That one step will insure that you close more sales, and it will insure that you will not have to work as hard to do so. Guerrillas always work smart.
Once you have eliminated their objections, you want to ask for the sale again. If they continue to have objections, gently ask them what is still holding them back. The close is a dance between salesman and prospect. You should not be doing all the talking and trying to convince them. You should let them convince themselves. Ask them what would need to take place for that objection to be eliminated, and then show them how you can make that possible.
Your final close question is most effective when it is a question that cannot be answered with a yes or no answer. For example, asking, “Do you want to go ahead then?” is not effective, but asking, “Would it be better for me to schedule you in for Monday or Tuesday?” is effective.
It is important to point out here that if you don’t close the sale, someone will. Who better to be that someone than you? You have the most control over the close when you are face-to- face with the prospect, therefore you should try your best to make the close when you are with them.
Asking is the beginning of receiving. Make sure you don't go to the ocean with a teaspoon. At least take a bucket so the kids won't laugh at you.~Jim Rohn
