What Do I Do to Close the Sale With Ease?

The sales conversation went smoothly. The prospect seems to be on board. You’re ready to wrap up the sale…and then you choke.
All of a sudden your throat seals off and your mouth dries up. Even you cringe as you hear yourself ask for the sale. What went wrong? What can you do to overcome this fear of closing?
For some reason when you get to the point of asking for the sale it’s like locking up the brakes on an eighteen wheeler going 79 miles per hour. It’s all you can do to keep it from careening sideways off the road and rolling end for end. You wonder if other people have this same challenge and what they do to beat it. You wonder how you’ll ever get past this horrible sales killing fear.
Take a deep breath and relax. This is a common fixable dilemma. There’s a good reason for what you’re experiencing and some simple steps you can take to best this challenge.
Pssst, let me share a big secret. You can’t close business that isn’t ready to be closed. And that’s why everything is going off kilter for you when you get to closing the sale.
Internally you recognize something is missing something isn’t right something is keeping you and your prospect from being ready to do business together. The problem is you can’t lay a finger on what’s wrong or why something is wrong. Before you can close a sale there are 5 acknowledgements you and your prospect must voice.

1. The prospect must perceive they have a need for what you have to offer, and they must share this perception with you.
2. The prospect must perceive your solution is the best solution, and you must help them remove all their doubts about the superiority of your solution.
3. The prospect must verbally communicate the value of your solution is greater than the investment required to get it.
4. The prospect must identify a reason to buy now, and this reason must be motivating enough for them to act.
5. The prospect must tell you if they need to confer with anyone else before they make a buying decision, and if so, who else they need to talk to.
Make sure you can check off each of these 5 steps before you ask for the sale. If you’ve missed any one of these steps you won’t be able to close because the prospect isn’t ready. There isn’t any point asking. Instead, note what you’ve missed and go back and complete that step.

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