Seeking Commitment - Closing the Sale [Sales Process Part 8 of 9]

The last step of the sales process at the meeting itself is to seek commitment: to ask the prospect if they will buy. This is called ‘closing’.
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Sales Skills: A Management Courses Introduction
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Sales and Selling Skills
This video is part of course module 8.4.1
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 1: The Sales Process
Other videos that describe the Sales Process:
The Sales Process https://youtu.be/iPZNem-Xguw
Sales Prospecting https://youtu.be/m7bQ4wNeZmo
Pre-Sales Activities https://youtu.be/lEBsFG_jqnU
Rapport Building https://youtu.be/aJqduxW2MA4
Opening the Sales Meeting https://youtu.be/gjI7e-DBPH4
Diagnosing the Need https://youtu.be/pAsYVf4E3to
Presenting Solutions https://youtu.be/xf-mhhbL2tk
Handling Objections https://youtu.be/S6JFm46Gfso
After Sales Activities https://youtu.be/3qrrlXwDjJI
LESSON NOTES
There is a three-step process to asking for commitment:
1. Check
2. Summarize
3. Close
Check
Check that you have answered all their questions, concerns, and potential objections.
Summarize
Summarize where you are and where you think your prospect is. If they confirm, make atrial close, with something like ‘does this sound good?’
Close
Expect to close. Choose the right time. Do not hesitate or be timid. If you don’t ask, you don’t get.
So, ask, ‘are you ready to commit to this?’
Or ‘Which option would you like to go for?’
And, if you don’t get a ‘yes’, then apply the power of ‘yet’.
Ask, ‘what is stopping you from feeling ready to commit?’ because you weren’t quite ready, and you need to either revert to objection handling, or respect their need for more time.
The single most important thing that a salesperson needs is resilience - the ability to bounce back from disappointment and stay positive.
Once you have a close…
Stop.
Shut up.
Do not say anything more.
You have what you want: a sale. There is a real danger that anything you add after the close can cause problems. It cannot make things better, so, it can only make them worse. It’s called ‘buying back the deal’.
The only things to talk about now are:
• Logistics and organizational arrangements
• Pleasantries and courtesies
Agree what’s next, and you will move straight to the next step. In our next video, I’ll talk about the after-sales step in the sales process.
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RECOMMENDED READING
There are many books that introduce sales and selling. These are the ones I have, and can recommend:
To Sell Is Human https://geni.us/L2EQmt
The Only Sales Guide You'll Ever Need https://geni.us/AEAVD5
The New Strategic Selling https://geni.us/Zt2Z9n3
SPIN Selling https://geni.us/Ir5xu
The Psychology of Selling https://geni.us/AjR8AA
Links to our book recommendations are affiliated through Amazon and help support our free videos
Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)
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CHAPTER MARKERS
00:00 - The last step in the sales process: Asking for commitment… or ‘closing’
00:20 - ABC - Always Be Closing
01:49 - If you don’t seek commitment…
02:10 - Three-set process for asking for commitment
02:23 - Check
02:34 - Summarize
02:50 - Close
03:14 - The Power of ‘Yet’
03:30 - Why they won’t close
03:49 - The most important this you need
04:10 - Once you have a close…
05:09 - The two things to talk about after the close
#Closing #SalesCommitment #SalesProcess