Ahente 3.0

Closing Techniques Sales Pros Use

Emmanuel Santos

• Publisher: Anvil Publishing, Inc.
• ISBN:
  9789712731990
• Topic: Business
• Subtopic: Business Skills
• Index: Business

Ahente 3.0 is a the third book in the Ahente series. It presents 20 of the most powerful closing techniques used by successful sales professionals in the country. Each one is thoroughly discussed and enriched by examples of actual seller-and-buyer conversations culled from professional encounters and experiences disclosed by topnotch sellers in the country.

While it can be argued (and rightfully so!) that closing will happen naturally if the initial stages of prospecting, approach, and presentation are performed masterfully, the skill of closing becomes critical as some concerns might still arise towards the tail end of the selling situation. In other words, mastery of each stage of the sales process is a must for the ahente to be successful in the very challenging world of selling.

PART ONE
PRE-CLOSING ESSENTIALS

YOUR ATTITUDE:

“The best preperation for good work tomorrow is good work today.”

Elbert Hubbard

“Spectacular achievement is always preceded by spectacular preparation.”

Robert H. Schuller

“I run on the road, long before I dance under the lights.”

Muhammad Ali

PRE-CLOSING ESSENTIALS

Closing the sale should be the easiest step in the sales process. And it is! But you need to hone your selling skills, master the science of prospecting, learn how to professionally approach your prospect, deliver a powerful sales presentation, handle objections convincingly, and use the appropriate closing technique. The key words are Practice, Preparation, and Patience—lots of it!

Let us focus first on the pre-closing essentials. Here are seven tips to prepare you for a stress-free closing experience.

1. Make sure that your prospects are qualified. Before you set up an appointment with a potential buyer, be sure that they conform to each of the following characteristics:

a. They are reasonably approachable

b. They can make the decision to buy

c. They need your product

d. They are able to pay

e. They are eligible to buy

As indicated above, make sure that your prospective buyers are reasonably approachable. This means getting accurate phone numbers and other contact details. In addition, they have to be open to the idea of meeting with you personally. Moreover, it is crucial to determine if they are in the position to make the purchase decision. A lot of ahentes have wasted time and effort presenting the product to the buyer only to find out that the approval of other people (e.g. spouse, higher authorities) was needed before they could acquire the product. In both cases, a decision can still be made in your favor. That is, if they have a need for your product.

Prospects oftentimes pose a challenge for sellers. But if they believe that your product is essential in improving their present condition (e.g. investment needs, old unreliable vehicle, no place to live, etc.) and are at the same time financially capable, then they will go for it. But be sure to effectively walk them through the process. This is why you need to work on your presentation skills and on your ability to answer questions convincingly and to handle objections well.

Some products require the prospect to take out a loan from banks and other financial institutions before they can acquire the product. This situation is true for instance, in the automotive and real estate industry. In this case, the buyer should qualify for financing. This is what is meant by being eligible to buy. Ahentes belonging to these industries include this requirement urgently when sourcing for prospects.

2. Be sensitive to buying signals. A good ahente is observant. The moment he sees the client, he immediately activates his keen sense of observation and looks for buying signals. Basically, these indications to buy are of two types: verbal and nonverbal.

a. Verbal Buying Signals

• i. Positive statements (“I believe that is just what we need!”)
• ii. Asking questions (“By the way, does it come in blue?”)
• iii. Making suggestions (“It would be better if you had longer payment terms.”)
• iv. Expressing concerns (“That is all good. But I need to check my finances first.”)

b. Nonverbal Signals

• i. Head nodding as a sign of agreement and enthusiasm
• ii. Leaning forward, uncrossing of arms or legs
• iii. Smiling
• iv. Listening attentively
• v. Handling the product
• vi. Relaxed demeanor
• vii. Eye contact

3. Know when to close the sale. Timing is important in effectively closing the sale. How will you know that it is time to close the sale? Consider the following questions:

1. Have you communicated a genuine concern to provide the right solution to your prospect?
2. Have you handled all of your prospect’s concerns and objections?
3. Have you provided the right solution(s)?

If your answers to the following questions are all yes, then by all means, GO FOR IT!

4. Ask questions. The habit of asking relevant questions gives the ahente more information. In sales, information is power. In fact, questions can be used as a strategic opening that will later determine the sales presentation outline. Consider this conversation between a seller and a buyer who is planning to buy a house and lot:

Seller:	Buying a house and lot is a dream for many of us. By the way, if you are going to buy one today, what are you looking for in a property?
Buyer:	Basically, it should look good. I want my family to feel secure. Furthermore, we do not go out frequently during the weekends. You know, with the traffic and all. Not to mention the expenses. So the property has to have recreational facilities so that my wife and children are able to enjoy themselves.

At this juncture, the ahente can already frame his presentation outline. He needs to present all the features and benefits associated with the appearance of the property, security, and amenities available in the property—in that order. This way, he immediately addresses the important considerations the buyer has in choosing a property to acquire. The other features and benefits are just icing on the cake. More importantly, closing the sale becomes a lot easier.

Taking a cue from this example, asking questions will enable you to:

a. Obtain information about your prospect

b. Find out what the buyer needs

c. Customize your presentation offering one product at a time. Otherwise, you will confuse your client and the buying decision might be postponed.

d. Engage your client in a conversation

5. Deliver a powerful sales presentation. In my second book, Ahente 2.0: 21 Tips to Deliver Powerful Sales Presentations, I enumerated ways on how to make your presentation comprehensive, convincing, and customer-friendly. In other words, powerful! Here are suggestions that you can consider:

1. Know your presentation objectives.
2. Master your company’s and competitor’s products and profile.
3. Know your customer.
4. Develop your presentation sequence.
5. If you can, prepare a script.
6. Choose the right presentation media.
7. Be physically, mentally, and spiritually prepared.
8. Dress appropriately.
9. Arrive ahead of time to prepare yourself.
10. Manage nervousness.
11. Start strong. Think of a strategic opening.
12. Maximize your communication tools—words, gestures, body language.
13. Listen.
14. Humor them, if appropriate.
15. Handle objections professionally.
16. Always summarize.
17. Close the sale.
18. Thank the client and ask for referrals.

6. Handle objections professionally. It is a common notion in sales that objections occur at any point during the sales encounter—more so when you are about to close the sale. But they should be welcomed because it is a sign that the client is interested. In my first book, Ahente: A Sales Professional’s Handbook, I listed tried-and-tested ways to handle objections.

• a. Be cool. Don’t get rattled. If you hesitate, your prospect will sense that you do not know the answer.
• b. Paraphrase. Repeat the objection to the client: “Mr. Prospect, if I heard right, your concern is the proximity of the property to your workplace. Is that correct, Mr. Prospect?” What does paraphrasing accomplish? First, your client feels that you really care about his needs. Second, you are able to clarify what the actual concerns are so you avoid second-guessing the prospect.
• c. Probe. You can ask a question after the objection. For the example above, you can ask probing questions such as: “In your present residence, Mr. Prospect, how long does it take for you to reach your workplace?”
• d. Timing. After a prospect poses an objection, pause...

Table of contents

• Cover
• Title Page
• Copyright
• Dedication
• Contents
• Preface
• PART ONE: Pre-Closing Essentials
• PART TWO: The Closing Techniques
• The Salesman’s Prayer
• About the Author