Do You Always Have Trouble Closing Sales? By Peter O'Donoghue At Isnare.com Ezine Articles

I was at an event recently and one of the scheduled speakers failed to turn up. Never being short of something to say and a desire to help other business owners I volunteered to do a 10 minute 'open floor.' session. Instead of talking about my company I asked the audience "What is the biggest sales challenge you face at the moment?"

When asked what the most pressing sales challenges in the room were, One of the other attendees put his hand up and said:

"Everything else is Fine but I always have trouble closing"

Now this is a statement or question I hear quite a lot. It can be caused because of a number of reasons but I thought we would start at the beginning and asked:

"Do You Truly Believe The Value You Are Offering?"

Matt, the business owner who asked the question looked at me with his eyes down slightly and said "well, yes - kind of"

Bingo!

The first area to take a look at. If you do not truly believe the value you bring to the other person then your confidence, or lack of it will always shine through. How can you clearly demonstrate the value in the other person buying your services if you are not sure yourself? Closing doesn't begin with the magic 'silver bullet' question at the end of the process. It begins before you ever engage with a prospective customer or client.

Speaking to Matt afterward we looked at some of his recent clients. One had openly stated that Matt's software had saved them over £100,000 instantly and would do so every year from then on in. Now that is concrete proof to build your confidence on.

Does it matter if Matt charged £500 or £10,000 for his software (i don't know how much he does!) if he can clearly show that he will make the company £100,000 instantly - and that he is the only person that can do. Take into account the average performance life of the software is at least 5 years then that is on target to save at least £500,000.

The trouble was Matt had never taken the step back to really understand the value he was bringing to his clients.

You may have fallen into this trap too? Like Matt, you may have been seeking answers from the end of the process i.e 'closing' when in fact you could could make closing simple by focusing on the start of the process. Go back and review the value you have brought to your existing clients.

Phone them and ask them politely just how much value they think they have got from working with you. You will be amazed at what you will find out.

Closing starts at the beginning and mot the end of the sales process. When done properly the only closing technique you should ever need is to ask "When shall we go ahead?"

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