Closing the Transaction
I get asked quite frequently about closing the deal. Many professional sales trainers define the sales process in at least three separate phases - The Information Gathering phase, the Presentation phase, and the Closing phase.
In a way, they could be right. I believe, however, that the closing of a transaction or deal is not a separate phase.
Rather, it is the natural conclusion to a process that began with a qualifying conversation (information gathering) advancing through the demonstration ride (presentation) and ending as an agreement that everything that was presented met the needs and desires of the customer and perhaps more than the customer expected.
If you ask after the demonstration ride, “Do you like this vehicle well enough to buy it if we can get the numbers right?” The closing is simply a conclusion to this agreed upon question. So, your closing should be a natural progression to do exactly what you and the customer have already agreed to do.
I will be posting some possible closing statements in my next few blogs.
In a way, they could be right. I believe, however, that the closing of a transaction or deal is not a separate phase.
Rather, it is the natural conclusion to a process that began with a qualifying conversation (information gathering) advancing through the demonstration ride (presentation) and ending as an agreement that everything that was presented met the needs and desires of the customer and perhaps more than the customer expected.
If you ask after the demonstration ride, “Do you like this vehicle well enough to buy it if we can get the numbers right?” The closing is simply a conclusion to this agreed upon question. So, your closing should be a natural progression to do exactly what you and the customer have already agreed to do.
I will be posting some possible closing statements in my next few blogs.
